Point of View

By: Patrick T. Malone
November, 2016

Doing business from the customer’s perspective

In the last issue of the Livestock edition, we focused on listening well to what your customers are really saying. Listening to understand your customer’s perspective is an excellent first step, and people love those who listen and take them seriously. However, you have a job to do, so it is crucial that you be able to do business by customizing your approach to your customer’s current point of view.

Let’s start with the typical range of customer attitudes and then discuss how successful reps are able position to those attitudes and do business from their customer’s perspective. 

Categories: Sales, Livestock Winter 2016, Livestock, Positioning


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