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Jim Cathcart is one of the worlds leading sales speakers and is someone that I’ve personally learnt a lot from over the past few years that he’s been coming on the show.
In this episode Jim explains the difference between customer loyalty and having a standard business relationship, plus the long term advantages of taking selling relationships to that next step.
What you will learn in this episode:
Jim shares –
- Relationships are your biggest competitive advantage in all selling scenarios
- Why we have to earn our business and not just attempt to take, take, take
- How to avoid being a “tour guide of products” and add real value to your customers
Resources mentioned:
- Cathcart.com
- @JimCathcart
- Jim on Linkedin
- BOOK: Relationship Selling: The eight competencies of top sales producers
Transcript:
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