How do you get more time in front of your customer?
Yes be friendly, be nice, ask questions... Relationship building is a process. You need to know how to do it.
If you can build relationships with people you will have an edge over those that do not. We have to proactively build relationships with people that we do not naturally connect with. That group represents about 50% of the population.
John Maxwell says that people buy from people that they like.
Business relationships are critical as it relates to trust. Sometime friendships seem that they are crossing the line. People fear getting too close.
The quality of our life is in a lot of ways connected to the how we get along with other people.
There is a relationship pyramid at each level there are less and less people. To get someone to remember your name you must remember theirs first and use it a lot so they will go and learn your name. People that are friendly with you are at the fourth level. They may not want to be friends but the connect. The fifth level is the respect level where they care about you and so forth.
The Relationship Edge: The Key to Strategic Influence and Selling Success By Jerry Acuff
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