CHAPTER FOUR
RELATIONSHIP SELLING
Always bear in mind that your own resolution to succeed is more important than any other factor.
—Abraham Lincoln
ONE OF THE GREAT breakthroughs in modern selling is the discovery of the concept of “positioning”—how the customer thinks and feels about you. It is the sum total result of all your interactions with the customer and is greatly influenced by the first impression. Your positioning in the customer's mind and heart is perhaps the most powerful factor in determining how much you sell and how quickly you sell it.
If you like, respect, and care about the person selling a product, and you have complete confidence that the product is of excellent quality and will help you immediately to improve your life ...
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