"Professional salespeople know that 'learning the customer' is an essential first step toward closing the sale. Admittedly, the clerk at the local discount store may not need to do a lot of research on you in order to sell you a toothbrush or a pair of shoelaces. But the more complex and more important the transaction is, the more likely it is that the salesperson involved is going to do some serious digging. That's because they know the more thoroughly they research the customer, the better the connection they'll make with that customer, and the more likely that interaction will result in a sale...
All transactions involve the development of relationships, and all relationships involve transactions. The best relationships involve a thorough understanding of the other person so that the transactions can be meaningful. In business the currency is money. In intimate relationships the currency is defined by feelings and experiences. In the commerce and flow of relationships, you reward your partner not with money but with feeling of love, acceptance, belonging, and security. You are rewarded in the same way. You cannot give your partner what they need if you don't understand what they need." (SOURCE: Relationship Rescue, by Phillip C. McGraw, Ph.D. - in bookstores everywhere)
All transactions involve the development of relationships, and all relationships involve transactions. The best relationships involve a thorough understanding of the other person so that the transactions can be meaningful. In business the currency is money. In intimate relationships the currency is defined by feelings and experiences. In the commerce and flow of relationships, you reward your partner not with money but with feeling of love, acceptance, belonging, and security. You are rewarded in the same way. You cannot give your partner what they need if you don't understand what they need." (SOURCE: Relationship Rescue, by Phillip C. McGraw, Ph.D. - in bookstores everywhere)
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