The secret to success in sales lies in creating value for your customer. Like any career or game one must learn the rules. Every time you’re with a customer, make it a point to learn something personal and professional about them. Don’t allow your time together to be so focused on the immediate business opportunity that you miss out on additional, long-term information. It’s the long- term information you gain that will help you retain the customer, and the longer you have a customer, the more likely they are to refer others to you.
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