Client loyalty can be achieved only if relationships are consistently built and nurtured. People at the three levels of an organization (operations, middle management, and executive) have different perspectives on you, your company, and your company’s solutions.
As was pointed out in Chapter 6, “How to Establish Credibility with the C-Suite,” people at the operations level focus on getting the lowest price and the steepest discounts. They also want to hear the technical details of your solution so that they can compare you with your competitors and select the lowest price. Nowhere in the conversation is there any mention of value and loyalty.
At the middle management level of the organization, ...
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