Dear Beth,

The goal of any sales professional should be to attract and keep customers. Sure, you can use style and charisma to get that sale - but it may not produce a long-term customer. To ensure long-term customer loyalty and to effectively insulate your customers, it is important to earn their trust and respect.

Here are some key techniques that will help.

To earn their respect,

• Show genuine concern and interest in them
• Help them solve their problems, and not just by selling them your product or service
• Network with them, at one-on-one lunches and industry events
• Refer them to your other customers, and help them grow their businesses
• Ask them questions, then listen to their responses
• Be sincere in all your efforts

To earn their trust,

• Be confident and demonstrate to them your expertise
• Prove that you are knowledgeable about your competitors and theirs
• Be honest - and you will create a reputation of honesty and become referable
• Go beyond the call of duty to show them you are willing to work hard on their behalf
• Show them you are dedicated to finding solutions best suited to their needs

Warm regards,

Michael Vickers
http://www.michaelvickers.com
michael@michaelvickers.com

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