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Prospects and client should be active partners

August 16, 2008

Hello! I know its’ been awhile since I’ve provided you with updates to my blog – so I thought I’d start back up with a new Quick Tip to get back into gear.

When you find a prospect that wants you to act as a partner, make sure you manage the account and understand what the prospect wants from you and your company. Some salespeople don’t grasp the meaning of “partner” – they give it lip service. You will create an effective business relationship that can last a longtime if you include your prospect in dialog that helps contribute to product use, new or better features and functions. You need to listen. Take his/her advice and discuss the ideas with your management and have them acknowledge the prospect/clients value. Work to co-create a meaningful and successful relationship.

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