Paul McCord has a great article
on How To Develop Client And Customer Trust.
One of the best ways is
to give the right advice for the client
even if that may not be the right advice
for the salesperson.
“Once the client knows that
you are willing to sacrifice
an immediate sale
for the sake of maintaining your integrity,
your reputation with that client is sealed.”
Consumer Packaged Goods companies
know this.
There’s a coveted position
of category captain
at grocery
and manufacturers compete for that honor.
The category captain leads shelf redesign
and is expected to put the needs
of the grocery store ahead of
the needs of her company.