From the course: Salesforce Sales Representative Cert Prep

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Connect

Connect - Salesforce Tutorial

From the course: Salesforce Sales Representative Cert Prep

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Connect

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- [Instructor] All right, let's go ahead and move into the first C of the Carnegie Sales Method, which is going to be connect. So you're going to want to be connecting with your customers. This is really where you show that you care about your customers, that you really want to build a connection with them, and I really believe that this is the first step in showing that this is relationship selling versus a transactional sell, where you really want to show the customer that you care about them and that you want to help them in their business, in their job, whatever it is. One of the best ways to connect is a share a story with the customer about a way that you are able to help solve a similar issue with a previous customer or maybe with a previous client. In our analytics example, we have this scenario where you could say, "In a similar scenario, we are able to help Customer ABC increase the revenue by X percent or by this much by developing our product." Or maybe say that, "Yeah, we…

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