Are You a Friend To Your Customers? - Sales and Marketing Training

Guest post by: Brian Sullivan
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Truth - Sales and Marketing Training - By Brian Sullivan

Do you look at your customers as friends? And do they see you as a friend? And what is your definition of friend? Well, the dictionary describes a friend as a person you know well and regard with affection and trust. But as it relates to business, I have another definition. I believe a friend is somebody you care about so much that you feel you OWE it to them to keep them informed of the latest products and services you offer. Because if you truly believe in the benefits of what you sell, wouldn’t you FIRST want your friends to know about it.

But unfortunately, the word “friend” has been distorted by countless salespeople who believe that if they try to present too many new solutions to a “friendly” customer, they will suddenly stop being their friend. On the contrary! Because by delivering value to your “buddies” you will create friends for life. And your friendship will be built on a foundation of service, not a foundation of knock-knock jokes, indifference and sales guilt.

So this week, don’t forget that while many of your customers make you feel like you are part of the team, your friendship is NOT what they are paying for. They are paying for your professionalism, your knowledge, and your ability to match their needs with the perfect solutions. Keep selling them products and services that make their life easier, more efficient and more profitable and you will create value-based friendships that are nearly impossible to break.

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Truth - Sales and Marketing Training - By Brian Sullivan

About the Author: Brian Sullivan

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Brian Sullivan, CSP, is a member of the National Speakers Association and an internationally known expert on sales and leadership. Brian is one of about 10 percent of speakers worldwide to have earned the Certified Speaking Professional Designation awarded by the National Speakers Association and the International Federation for Professional Speakers. He delivers high-energy, no-nonsense, interactive seminars on his PRECISE Selling Formula to a companies looking to become famous in their industry. He has been quoted in magazines such as Selling Power and Business Week and is the author of the book, 20 Days to the Top- How the PRECISE Selling Formula Will Make You Your Company's Top Sales Performer in 20 Days or Less. Brian also hosts a talk radio show on ESPN Hot Talk 1510 called "Entrepreneurial Moments," a show dedicated to helping business people of all types. Brian lives in Kansas City with his wife Leanne, and children Jake, Shea, and Maggie.
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