This is a blog I wrote back in 2009, just came across it on an old blog site so thought i'd chuck it up here before deleting it...
The best sales man in the world knows that education builds rapport with a customer and selling breaks rapport with a customer.
To gain respect from a customer, ask them questions to find what is most relevant to them, find out what their needs are and then educate them...
To lose respect from a customer, push products on to them and shamelessly tell them about a product.
The best sales people in the world ssk questions and educate their customers so the customer leaves being the big winner!
The customer must always leave feeling like the big winner.
What are your thoughts on this idea?
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