Rotman's Sales Club (Extract 17)
DEVELOP YOUR EMOTIONAL INTELLIGENCE
Do your clients like you?
Yes it matters if the client likes you! It matters to your client and it is the foundation of what gives you connection in the work you do.
To be honest most products and even services these days are commodities. The difference between 1 and the other is so very subtle. BUT, there is a BIG difference between you and the other sales person.
The biggest differentiator is you the sales person AND the first buying decision any client makes is on, you the person. So yes, trust and likeability are important.
Here’s a snap shot from my workshop with Rotman School of Business where I share why most companies are investing in their sale’s teams.
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