Relationship building is a critical skill for salespeople, especially new salespeople. In this episode, Paul shares several relationship-building tips. 

Show Notes

The foundation of any good relationship is trust. As a new salesperson, your initial goal shouldn’t be building relationships, it should be building trust.  

“Trust means that you deliver the good news and the bad news. It means setting expectations and then delivering on them.”

Look for opportunities to build trust.

“Discounting is an integrity issue. Think of the impact that discount has on your customer relationship.”

If you’re new to sales, learn from your customers. Fully immerse yourself in the customer’s business. In some ways, the customer is your teacher, making you their student. And naturally, your teacher will want to see you succeed. 

The customer giving you “last look” is fool’s gold. “At first glance, ‘last look’ might seem like an advantage, but it’s not.” Don’t take the bait. 

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