The best salesperson I know never sold anything, they spent most of their time educating their customers and getting to know them first. The sale came later once the rapport was established. Don’t be in selling mode all the time. Showing an interest in people is something that many business professionals simply don’t do. Everyone knows that it’s about the “deal” but relationships take time to cultivate and in the words of one of my old clients “Many companies can deliver a good service but I want to work with someone I trust”.
What can you do better to build a bridge with your customer? How might you sell less and educate more?