From the course: Craft Your Sales Pitch with Competitive Differentiation
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Building relationships that last
From the course: Craft Your Sales Pitch with Competitive Differentiation
Building relationships that last
- A done deal doesn't last forever. To stay successful, you need to be actively nurturing long-term relationships with clients, not just closing the deal in front of you. So, what does it take to build a relationship to last? There are three things you should focus on. Acumen, impact, and evaluation. Acumen. The reason we emphasize acumen so often in this course is because acumen is what makes you that trusted advisor. Nurture your clients by providing information on industry changes, discuss the industry trends, and don't be afraid to offer a different point of view. Another way you can continue to stand out is by understanding your pull-through impact. What I mean by that is it's likely that your buyer has responsibility for one area and how your solution affects his or her area of responsibility. You want to be on the lookout for that pull-through impact you're having on an organization. For example, does your product…
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