Providing great customer service is something we all talk about, yet I am shocked at the number of times I encounter sales people who fail to demonstrate it during the sales process. I often see them only giving great service as long as the sales process is moving along. Then, as soon as they encounter a roadblock from the customer, they shut down. Many sales are made, and more importantly, many great long-term relationships emerge when the customer has the chance to really see what the sales person is made out of. There’s no better way to demonstrate this than by continuing to exhibit a high-level of service, even when the sales call has stalled. Yes, it takes time, but nobody ever said sales would be easy or quick.
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