Depending on your current relationship, moving it to the next level is typically about proof – proof that you are willing do several things and likely all at the same time:
• Proof that you will invest in the relationship and not be a “hit and run” seller. Investing in the relationship means putting time effort and money into the relationship when there is nothing financially at stake – No current Deal on table! Are you prepared to make this type of Investment?
• Proof that you are interested in the customer’s success, and that what you are selling will successfully address the customer’s needs.
• Proof that you have a clear plan for how your product will address the customer’s needs.