from my email:
Daily Sales Tip: Don't Count on Relationships
Today's faithful customer may be somewhere else tomorrow or may no longer be in a position to help. You may find yourself dealing with new managers, gatekeepers or voice mail.
Many companies now use a group process in their purchasing decisions. Having a great relationship with one of the team members may not be enough. You need to have a relationship with more people on the team. That's when your reputation will support your sales proposal.
Source: Sales consultant John R. Graham, president of Graham Communications
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