Make the Relationship, not the Sale

One of the most important things you can do with your customer is make a relationship. Making a long-term customer means that the customer will return to you each time. This will result in more sales over time than just making a one-time deal.

Seems simple enough but most sales persons forget about this in their strive to meet their quota or their targets. The result is that they will try their best to make the sale and forget about making the connection with the customer. As a result, they meet their quota, however they keep struggling for repeat sales. They must keep expending a tremendous amount of energy making new customers while they could just make a few loyal customers that could generate repeat sales.

Whether you are selling to the B2C market or to the B2B market, remember making a relationship with a customer will result in repeat sales. So, make the relationship, the sale will follow.