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Jim Cathcart is one of the worlds leading sales speakers and is someone that I’ve personally learnt a lot from over the past few years that he’s been coming on the show.

In this episode Jim explains the difference between customer loyalty and having a standard business relationship, plus the long term advantages of taking selling relationships to that next step.

What you will learn in this episode:

Jim shares –

* Relationships are your biggest competitive advantage in all selling scenarios

* Why we have to earn our business and not just attempt to take, take, take

* How to avoid being a “tour guide of products” and add real value to your customers

 

Resources mentioned:

* Cathcart.com

* @JimCathcart

* Jim on Linkedin

* BOOK: Relationship Selling: The eight competencies of top sales producers

 

Transcript:

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