OverviewWhat makes for a good sales relationship? Is it just making “the sale”? Is there more?
As a sales person there are usually four steps in the relationship and each of these stages gives the seller deeper insight into the mind of the buyer. It is vital that in today’s highly competitive world of sales, that the representative be prepared with as much ammunition as possible. This is not to say that the seller is the only one in charge of the relationship. The buyer must cooperate for the understanding to take place in order for there to be a deeper penetration into the company’s culture.
AuthorsStephan Schiffman, SteveSchiffman.com, Inc.
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