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Kiewiet agreed, and cautioned salespeople against focusing on their own agendas. Instead, they should be curious, concerned and committed to providing exactly what the client wants out of the deal. "One of the biggest mistakes salespeople make is to be focused on selling a product and talking about the product rather than what the product can do to solve the customer's problem," he said. "When we get desperate to make a sale, we focus on ourselves rather than on the customer, and when they perceive it, it results in the beginning of the breakdown of trust. Without trust there is no long-term relationship."
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Brendan Menapace
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Brendan Menapace is the content director for Promo+Promo Marketing.
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