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Building Natural Realtionships with Customers


I have a requirment to create some training on how to get people to create less formal, business realtionships with customers and deeper informal ones, to enable them to be 'closer' to exisitng cusotmers, secure add on business and win new business.

Do you know of any tools, models or theory that exisits to measure the success and depth of customer relationships or any other ideas on how to about this?

2 Responses

  1. Honest Relationships…

     Hi pb,

    The key is honesty and rapport building (and when doing so taking a genuine interest). There are lots of theories and models around to practice this.

    We have a specific free podcast on "Consultative Selling" which explores some of the key aspects that enable you to develop those in depth relationships.

    Other tools that help you understand and develop Relationship Awareness include SDI, which I’d highly recommend for understanding the motivations and subsequently the behaviours and preference of people (all with the intention of improving and establishing in-depth long term relationships).

    If you’d like more information on this let me knmow and can send you some materials.





  2. Natural relationships with customers

    Hi there, I agree with Lee whom I have worked with for many years as a colleague and for teh past three years as one of the best suppliers I know. He never stops listening with genuine interest and is honest to the point of helping me create solutions which are less profitable for him.

    As a freelancer I found the best approach was to be curious about a persons business and then listen. Too many people contact me and tell me all about their wonderful new system, product and their fantastic trainers before they know anything about me and my business.




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