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Become a trusted adviser
The ultimate relationship to have with your clients is where they see you as a trusted advisor. You become the first person they call when they want to discuss a problem they are having and potential solutions. You also get first shout on any business going. Getting to trusted advisor level takes work but its worth the effort. Why waste energy, winning customers who are not going to buy again and again? It is much easier to sell to people who know, like, and trust you rather than continually looking for new customers. The key to becoming a trusted adviser is to be trustworthy ie worthy of trust. That could mean walking away from a deal that is not in their best interest, even when you are struggling to meet your targets. You only need one trusted advisor relationship to know that is the place to be! |
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