Customers Profile Sellers as TRADERS, SAVERS, or INVESTORS
Like it or not, you are being profiled by your customers. Every interaction refines your seller profile, thereby improving its value to your customers. As a buy-side executive, I can confirm that many customer CXOs deploy an informal classifying system to profile sales and account professionals assigned to their company. Personally, I did it to avoid low-value interactions with low-value sellers and I know that many of my executive colleagues used the same classifying system as I did.
Customer executives make snap judgments of your latent value as a Business Advisor in order to maximize their personal ROI from investing in a business relationship with you. So it shouldn’t be surprising to know that your personal seller profile can negatively impact the quality of your customer relationship.Read More »