In my informal research we find that if the prospect ( customer or employee) feels the risk is greater than the reward ( trust) in dealing with you ( seller or ur company), chances of closing the sale go down or chances the employee quits your company soon. If the rewards ( trust) are greater than the risk for the customer ( or employee), your probability of closing sales is higher or your employees stick to ur organisation more long time . Our objective is really to reduce the risk factor and increase the reward trust factor.which will raise our closing ration and employee relationship. Most of the companies see the clients on transaction selling point of view . If the customer has orders, they will make friends by wining and dining . The sole objective is doing business only. Once they come to know, there is no order in hand, their friendship goes. So this is transnational selling. Just one deal. If I buy a lap top from you then it is transnational selling. I have made a transaction and am considered a customer. However if I start buying all my electronic items from you, i have developed a relationship and have become a client. I have developed a relationship because of which I (the client) keep buying more and more.
PS : Here the employees I mean HOT employees. Lukewarm is ignored every where!
EVEN BIBLE SAYS “Because you are lukewarm–neither hot nor cold–I am about to spit you out of my mouth
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