Selling in the Digital Age: A Business Brief
By mastering a relationship-based selling approach, you can offer your customers value they can’t find on the Internet: You! And you position yourself for long-term partnerships that bring positive outcomes for all parties.
•Review the latest research on trust-based relationships in sales •Examine the elements for building a strong sales culture •Review the foundations of Dale Carnegie’s sales model
In our survey, 71% of respondents said they would rather buy from a salesperson they completely trusted than one who gave them a lower price.
•Stay customer-oriented vs sales-focused •Make a distinction between professional and personal relationships •Build trust early in the buying process and in every interaction •Evaluate and strengthen the individual skills and attributes that drive customer loyalty