Why customers need to ‘feel’ the attention

In the new sales landscape, customers value personal attention above price and product. Businesses that can provide it will build beneficial relationships and unlock sales. RICHARD SHAPIRO reports.

People like to feel in control. That thought is not necessarily articulated but when a customer is not in control, he or she is not happy. How can sales staff create happy customers? Give each customer full and undivided attention.

It’s not suffi...

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