The Journal Record, July 22nd, 1996
Customers are actually our partners. Conventional wisdom says "promise them anything." Jim Jewett, author of Discovering Fast Track Success, says his experience is "give them everything." Last week I discussed the importance of value-added thinking for your customers and for your business. In his book, Jewett explains how customers can be heroes and why value-added thinking is so important. He also discusses how to partner with your customers. According to Jewett, salespeople can be problem solvers for our customers. They can often come back to the office with contracts in hand for a propose...
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