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The "Three Cs" in building customer relationships are a key component of professional selling skills.

Indianapolis Cheap Bernard King Jersey , IN (PRWeb) November 23, 2003 ? The deal is coming down to the wire. The buyer perceives the competitor's solution as marginally superior, but the slight underdog still wins the sale. In this case, the adage, people buy from people they like, proves true.

In the audiobook, "Sound Advice on Sales Strategies Cheap Allan Houston Jersey ," author Tom Snyder, a vice president with sales consultancy Huthwaite, says that while it's always a good idea to build customer relationships, it is especially helpful in the close ones. He sites what "SPIN Selling" author Neil Rackham calls the "zone of indifference."

"In this situation, although the competition's superiority is recognized," says Snyder, "it's not significant enough to break out of the buyer's zone of indifference. This means that between the two Cheap Willis Reed Jersey , the buyer will likely choose to deal with the seller he likes." While a personal relationship won't be the deciding factor in most major account selling situations, it's still an important part of the mix.

When building customer relationships, Snyder recommends being guided by the "Three Cs" of concern, candor, and competence.

Concern means focusing on customers and their needs. Learning the customer's problems is the first step in building trust. Candor equates to honesty and avoiding exaggeration. Competence comes from the salesperson knowing how their products or services meet customer needs.

Says Snyder, "Don't neglect your customer relationships, and don't neglect your sales training Cheap Phil Jackson Jersey , either. Your customers shouldn't have to choose between the salesperson they like and the salesperson with professional selling skills."

Tom Snyder offers advice on planning and executing sales strategies each week in the free audio-newsletter from What's Working in Biz, >
About The Author

Richard Cunningham is a principal of What's Working in Biz, , a publisher of business audiobooks and online audio programs on marketing, sales, and small business strategies.

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Although these festivals are not much known to the rest of the world but now slowly and gradually rest of the world is also coming to know about these festivals and celebrations due to the advent of information technology and internet access. And many tourists have also started visiting these parts of India around the same time when these festivals are celebrated.

One of the such states is Tamil Nadu where lots of festivals are celebrated at different times of the year. Kerala is located at the southern part of the country next to the Bay of Bengal and just to the north of the Sri Lanka. Pongal is such a popular festival of Kerala and is celebrated in the month of the January (around 15th ). Pongal is celebrated in almost every villages and cities of the Tamil Nadu; Government also shows interest in this festival and facilitates its people in organizing this event. Three Pongal festival is celebrated on the same dates every year i.e. on the 14th - 17th of January.

The Pongal festivals is celebrated to mark the successful harvesting of crops by the farmers. At this time the people get ready to thank God, their Land and their Cattles for the good harvest, thus celebrate the occasion with utmost spirit and many rituals.

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