26th May 24
Sales and Leadership Wisdom from the Leaders, Mr. Amit Kumar
I asked Mr. Amit Kumar, ex- ED of IBM, How have you built a deeper and lifelong relationship with clients?
He replied In my personal experience, what I do is, first, I try and put the customer’s interests first. When I go into an organization to meet a customer, I don’t always look at what am I supposed to get from them. You also have to understand what are the problems they are facing.
Second, honesty and being upfront. Don’t make wrong commitments, and if you make a mistake own it. Some of my best relationships have been built when problems occurred. When we show up to deal with a problem, the customer really appreciates us. Those are the moments to build a relationship rather than trying to sell, and then the sale automatically will happen. But you have to be able to show up when there is nothing to be taken. I always tell my team members that if a customer is having a problem, don’t ever avoid that customer.
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