2 Key Words: Continuous and Consistent!
• Continuous: You must work on building a relationship that stresses long-term continuity to the customer – indicating that it’s not about this one project or one deal, but the long-term relationship.
• Consistent: You have to be sure that you don’t get focused on any one aspect of the plan. Consistently focusing on all plan components that are important to the customer, not just the closing. Inconsistency can make you seem like ALL you care about is getting that deal done.