As sales professionals, we all strive to achieve being a trusted advisor, as opposed to a vendor. But are we really? Mary Crisci shares with us how to use "Fuzzy Files" as a tool to become a trusted advisor. Among the many reasons to be a trusted advisor is to deepen the client relationship and be "top of mind". A Fuzzy File is an organized approach to knowing our client more deeply. Knowing about their family. Knowing about their personal hobbies. Equipped with this information, we can periodically "touch" our client with a card, small gift, or just a comment relating to their likes and interests.
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