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Conversational selling is about building relationships, and the glue that holds relationships together is trust. People buy from people they trust. Your best sales people do this ‘naturally’. They use dialogue to focus on the customer’s world - their interests, their needs, their objectives. The dialogue is based on one simple premise - everybody is interested in themselves. And by sharing their ‘story’ they open up the opportunity to sell. Once you have built trust with the customer it will be the key to unlocking their life long value to you as an organization. |
