Such theoretical articles is good to read but to apply in practically. Till you keep building relationship customer kept you hanging & hanging for months or two or six and one day when you get tired of that customer and ask frantically for a deal he will reveal you that he already buy it from some other else. Customers are smart now-a-days, they get as much as information they could and finally get the deal done by their own choice; building relation by making expenses from own pocket to meet the customer without any outcome will make you beggar one day.
