Recommending Products vs. Selling Them

Some of the best sales people I have ever met, were able to meet all of their sales goals without ever selling a thing. They simply recommended their products to their customers. They were able to do this because they spent years building their book of business. Whenever a current customer walked into their office, or called them on the telephone, the sales person would recommend to them a new product or promotion that they had going on at the time. A few things come into play here. The sales person had built a relationship with this customer over the years. A business relationship, like all relationships, is built on trust. These customers trusted the sales person, so they usually went with what was recommended. Another thing is, the sales person knew the customer†View the rest of this article