Don't move too fast. One of the biggest mistakes salespeople make is getting to the close before the customer is ready to buy. This happens because you assume you know what the customer's needs are. Understand how your product or service will be used, and package additional services around it to simplify the lives of buyers. Customize your presentation to each customer's own specific use and concerns.
Customers are sick and tired of the self-focused product pusher with commission breath.
To build the relationship, pay more attention to customers after they buy, to ensure they're satisfied, and identify future needs. About the Author Kevin Davis is president of Kevin Davis Selling Systems LLC, and provides sales and sales management training programs to corporations. Clients include BellSouth, IKON, Siebel Systems, as well as many smaller, aggressive growth companies. Inc. All Rights Reserved.