Sales Tip: Building a rapport

April 27, 2016
Cultivating long-lasting and mutually-beneficial relationships with his customers is important to John Patterson.

Cultivating long-lasting and mutually-beneficial relationships with his customers is quite important to Cornwell Tools dealer John Patterson, and he believes they see the value of the time and effort he puts into providing them with the tools and services they need to do their work effectively.

While they have the ability to go about purchasing tools and equipment in a variety of different ways, the repetitiveness of the business they have conducted with Patterson keeps both parties happy and motivated to continue engaging in transactions.  

“Most of my customers know this is how I make a living and they pay for the convenience of being in front of them every week,” he says. “It’s not logging onto the Internet and buying something. It’s not looking through a catalog and calling an 800-number to place an order. You are building a rapport with these guys.”

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