Understanding the dynamic role of relationships in selling is important. First the relationship is established, and is very important in terms of building report and trust, then it becomes a given, and goes underneath the surface through out the selling process and finally, in the end, the relationship becomes critical again, at the time of closing the sale. Then it becomes the basis for loyalty and repeat business in the future. Understanding relationships is very important!
Thursday, January 22, 2009
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About the Author
Urban Gavelin a native Swede with more than twenty five years of business experience. He has held positions as director of sales- marketing- and business development on Nordic, European and World Wide levels. Urban has lived and worked in Stockholm, London and New York, now works primarily with leadership development and sales training and is a credentialed coach. He has studied Executive Management at Lausanne Business School and Stockholm School of Economics.
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Bottleneck Blog by Urban Gavelin © 2007-2011
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