Here are some strategies to help create a win-win business relationship of customer satisfaction and longevity.
These days, many salespeople have come to think of “the close” a little differently. The goal is not so much to sell anything just for the sake of making a sale. The goal is to cbook sales that truly help satisfy a customer, and that create a mutually-beneficial, long-term relationship.
“The ‘close’ of the sale is usually described as the point where a prospect or customer agrees to buy. This thinking is very traditional, and should be an obsolete view of the selling process,” says Jeff Thull, president and CEO of Prime Resource Group, who has designed and implemented business transformation and professional development programs for companies like Shell Global Solutions, 3M, Microsoft, Siemens, and Citicorp, as well as many fast track, start-up companies. “If you believe the close is the ultimate event, you will no doubt be limited in your success. If you respect your customers and believe they are intelligent individuals with whom you wish to have long-term and mutually beneficial relationships, your goal should be to provide them with products and services that will make them successful.”