Better Relationship Selling: A Proven Formula For Acquiring And Developing Relationships With High Value Customers
Source: Profitable Channels
Relationship selling to high value customers - small business owners, affluent investors, and "Centers of influence" - has become the game in financial services. The top banking, investment and insurance companies are spending millions of dollars to acquire and build relationships with these customers because they are critical to generating profitable organic growth, margins and share. But Profitable Channels research shows that most of these organizations are struggling to cost effectively build enough high value relationships because they fail to execute a simple formula for success - the four "Golden rules" of relationship selling.