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10 Ways to Build Customer Relationships


Great customer relationships begin with rapport, but that's just the start. You still need to nurture that rapport into a real customer relationship. Yesterday, I posted "10 Ways to Build Customer Rapport" so today I'm going to provide 10 ways to ensure that you build vital (and mutually beneficial) customer relationships. Here they are:

  1. Let the sale evolve naturally out of the conversation.
  2. Don't try to be a hero who swoops in to solve the customer's problem.
  3. Don't ask: "what would it mean to you if we could solve that problem?"
  4. Instead, ask: "What would it mean to you if you could solve that problem?"
  5. Have a sales philosophy that emphasizes relationship building.
  6. Value the relationship more than making your quota.
  7. Consider yourself and your firm as the best at what you do.
  8. Achieve a perfect job of delivering what you promised.
  9. Provide absolutely impeccable service after the sale.
  10. Think end-of-time relationship not end-of-month totals.
The above is based on a conversation with Jeffrey Gitomer, author of the classic bestseller The Sales Bible.
READERS: Is Jeff's list complete?