This series of posts is all about closing a sale faster. Not being mindful of the topics on the list absolutely does not mean you will not make the sale. - It may just take longer.
Things That Can Lengthen Your Sales Cycle - Not developing the supplier/customer relationship - TRUST
Customer service begins from the second you meet your prospect, long before they are a customer. Perhaps even before you come to the realization they are even a prospect.
As it has been said before, the first sale you make to your customer is you, not your product or service. Set the bar early and set it high. Take the time to get to know them and develop the relationship that will lead to the business you are going after. Your approach is key to closing the sale faster.
Use your own experiences to guide you. Think about why you decided on a particular supplier of a product or service rather than a competitor. Why do you continue to give your business to certain businesses?
How will you make the purchase of your product or service an outstanding experience for your customer?
A few words that come to mind are integrity, meeting commitments, helpful - I am sure you can add to the list. If your customers associate you with these words you can be sure that a good relationship is developing and the resulting trust will shorten your sales cycle.
Good selling,
Richard
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