9Build Long-Term Relationships
Fully 85 percent of the happinessand success you enjoy in life will bedetermined by the quality of yourrelationships with others.
— BRIAN TRACY
All of your selling success today, and for the rest of your career, will be based on the quality of the relationships that you form with your customers. Because of the complexity of your product or service, customers are usually unable to make an accurate judgment on the details of what you are selling. Instead, they have to depend upon how they feel about you and your claims. For most customers today, the relationship comes first. It is more important than the product or service itself.
More than twenty years of research and millions of dollars have been spent by Neil Rackham ...
Get Be a Sales Superstar now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
