Average salespeople think primarily in terms of making a sale right now, with little concern for longterm relationships or the future.
Top salespeople, on the other hand, think about the second and third sales to this customer while still talking to him about the first sale.
Further, they imagine selling to this customer 20 years from now. Everything they do in their dealings with this customer today is with a view to the long term. As a result, they are far more empathetic in the short term than average salespeople.
Poor salespeople look upon every transaction as an opportunity to make a sale and then get out. Peak-performance salespeople do not think in terms of closing sales as much as they think in terms of opening long-term customer relationships.
Top salespeople think about the second and third sales to this customer while still talking to him about the first sale. Further, they imagine selling to this customer 20 years from now.
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