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I slightly have a worry on this. i do agree on spending time with customer. They take knowledge from us and go to another vendor with the negotiation and give the order to the another vendor. I lost couple of sales like that. I had been educating the customer ethically, but sales does not happen, but marketing happens. However, that month sales is lost.
Hi Sudha – What I mean is spending time to understand what drives your clients, whats important to them. It’s not about giving away all your knowledge without the client engaging you. The better you understand your client the easier it is to create an irresistible offer that will help close them.