7. Negotiating with Relationship Buyers
Relationship buyers are the customers who are glad you are there and ready to help them. They bring coffee and donuts to meetings. They might appreciate the value you and your firm bring, but they are mainly just glad you take care of them. These are the customers every salesperson is looking for. Many sales programs are designed to help you develop long-term relationships with these customers. Those relationships are based on high levels of trust on both sides. You do things for them; they do things for you.
We’ve talked a lot about the rise of the poker player. Customers are getting increasingly sensitive to cost and, hopefully, value. That makes a lot of sense, given these tough economic times. One of ...
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