Win customers for life – Interview with Dr. Richard Ruff

blog podcastLast month, I shared this challenge in a Sales Training Connection blog: Sales – don’t just close a deal, win a customer for life.

I proposed that to realize this goal, salespeople must understand their customers better than the competition and develop more trust and a different type of relationship than they have in years past.  They must ensure that every customer interaction brings a small piece of value and strengthens the nature and extent of the relationship. 

Last week SmartBusinessTalent.com posted a podcast of an interview he did building on this topic.

Take a deeper dive – you can download the Podcast and Transcript here.

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

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About Richard Ruff

For more than 30 years Dr. Richard Ruff and Dr. Janet Spirer - the founders of Sales Horizons - have worked with the Fortune 1000 - such as UPS, Canon USA, Smith & Nephew, Boston Scientific, Owens & Minor, Textron - to design and develop sales training programs. During his career Dick has authored numerous articles related to sales effectiveness and co-authored "Managing Major Sales", a book about sales management, "Parlez-Vous Business" which helps sales people integrate the language of business into the sales process, and "Getting Partnering Right" – a research based work on the best practices for forming strategic selling alliances. Dr. Ruff received his Ph.D. in Organizational Psychology from the University of Tennessee and a B.S. from Rennsselaer Polytechnic Institute.
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One Response to Win customers for life – Interview with Dr. Richard Ruff

  1. It was an honor to have you join me on the podcast, Richard. Thanks also for sharing it with your readers – I hope they enjoy the interview!

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