It is a very competitive and fast paced consumer world. For your business to thrive, you must take the time to learn (and know) your product, competition, market trends, economic factors, and current events. Customer relationships have to be built, AND accounts must be qualified.
How can you qualify and build customer relationships? First, inquiring about the customer’s key needs and objectives are questions that must be asked during the sales process. Then, by understanding the needs of the customer, your sales process and pitch can be custom designed to match his/her key needs. What's better? Your customer will know that his/her needs are being met when you take the time to uncover his/her wants. This will lead to loyalty and ongoing sales, which also results in a strong relationship.