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Establishing Connections for Business Success

Learn why buyers purchase, the importance of trust, and strategies for personalization. Gain insights on effective sales approaches and the significance of understanding your buyers' needs. Enhance your business performance by establishing credible connections with clients and competitors. Discover the keys to building a true partnership based on trust and quality service.

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Establishing Connections for Business Success

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  1. December 2011 AIM 2.0 CONFIDENTIAL AND PROPRIETARY INFORMATION

  2. A Day in the Life

  3. A Day in the Life

  4. A Day in the Life

  5. I Feel Your Pain

  6. Why do we buy?

  7. A New Way of Thinking

  8. Establishing a Connection Credible Know not only your business and Competitors, but mine as well. Relevant Product or service must berelevant and improve mybusiness performance Establishing Connection Personalized Personalization of your productto my company Prepared Opportunity favors a preparedmind and first impressions count.

  9. Do I Trust You? Trust.

  10. What Does Riverstone Expect? NationalProvider Industry Leader Quality Product or Service Proven Track Record Patience True Partnership

  11. General Observations “All things being equal, people tend to buy from their friends.” People buy from those they trust- it’s not about persistence. Some salespeople are just too difficult to deal with. It’s not what the seller perceives their product to be,it’s what the buyer perceives their product to be. There are more things to buy than there is time to buy and implement.

  12. General Observations Sales is primarily bottom up, not top down. I’m only going to buy what I need and what time allows. There’s no competitive advantage in simply working with a national supplier- the advantage is in how we work together. You’d be surprised how many salespeople don’t know our business. Salespeople seldom close the sale.

  13. December 2011 AIM 2.0 CONFIDENTIAL AND PROPRIETARY INFORMATION

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