Partnership-Building Strategies Should Encompass All Key People

Some salespeople do a great job of communicating with the prospect but ignore other key people involved in the sale. To illustrate how serious this problem can be, let us look at the approach used by Jill Bisignano, a sales representative for a major restaurant supply firm. Jill had called on Bellino’s Italian Restaurant for several years. Although she was always very friendly to Nick Bellino, she treated the other employees with nearly total indifference. One day she called on Nick and was surprised to learn that he was retiring and had decided to sell his restaurant to two longtime employees.

As you might expect, it did not take the new owners long to find another supplier. Jill ...

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