Moneymaker #39: Customers want and need partners.

You have qualified your customer. They buy what you sell, they buy it the way you sell it, and they buy enough volume to make it worth your while. They are taking your phone call. They are talking to you. Why? Because they want to be sold. They need partners to do their job.

If we position ourselves with our customers as a partner, they will treat us as a partner. If we position ourselves as an adversary, they will treat us as an adversary. Which way do you want to sell? Change the questions you ask your customers and you will change the relationships you have with them.