Relationship Building

Meeting New People for Sales
By | June 14, 2018

People Come First, Products Come Second

Selling is about people. Not products. Yes, of course we still have to understand the ins and outs of our […]


Closing, Odds Are, Relationship Building
How to Build Customer Loyalty
By | April 13, 2018

3 Key Ingredients for Cultivating Customer Loyalty

When it comes to cultivating customer loyalty, sales professionals can only harvest what we sow. There is no action or […]


Customer Life Cycle, Relationship Building
Love for Customers
By | February 8, 2018

Show Your Customers the “Love”…Year Round

Valentine’s Day is just around the corner – a day filled with romantic gifts and displays of affection. That’s all […]


Customer Service, Relationship Building
View Customer's Success as Your Own in Sales
By | February 1, 2018

View Customer’s Success as Your Own

What if our paycheck was based not on what we sell, but on the value we deliver to our customers […]


Customer Service, Relationship Building
'Tis the Season to Build Relationships with Customers
By | December 7, 2017

‘Tis the Season…to Strengthen Customer Relationships

It’s the happiest season of all! December marks a unique period in the business world. As the holiday season ramps […]


Relationship Building
Face to Face Communication for Sales
By | November 16, 2017

Face the Facts: We Need “Face Time” with Customers

In an age of social media and digital communications, we are continually assessing the need and benefits of meeting face-to-face […]


Customer Life Cycle, Relationship Building
Planting Seeds for Future Sales Success
By | September 28, 2017

Never Miss an Opportunity to Plant Seeds for Future Sales Success

We often talk about the importance of building relationships for sales effectiveness. But what about the relationships we already enjoy […]


Prospecting, Relationship Building
Exploring with Customer for Sales Success
By | August 17, 2017

Three Benefits of Exploring for Sales Success

“If You Want To Be Interesting, Be Interested.” – David Olgilvy In pursuit of sales excellence, we often talk about […]


Exploratory Process, Relationship Building
Emotional Bank Account
By | August 3, 2017

Difficult Customer? Check Your Emotional (EQ) Bank Account

The 7 Habits of Highly Effective People by Stephen R. Covey The next time you encounter a “difficult” customer who […]


Exploratory Process, Recommended Reading, Relationship Building
Striking the Right Balance in Customer Gratitude for Sales Success
By | July 13, 2017

3 Tips for Striking the Right Balance in Customer Gratitude for Sales Success

Appreciating our customers and showing them how much we value their business is fundamental to our sales success, right? But […]


Relationship Building
Instant Gratification and Sales Professionals
By | June 22, 2017

Need for Instant Gratification Undermines Quest for Greatness (in Sales Professionals)

We’ve probably all heard the phrase, “Rome wasn’t built in a day,” meaning greatness takes time. Given that truth, it […]


Relationship Building
Summer Sales Splendor
By | June 8, 2017

Turn Summer Sales Slump into Summer Sales Splendor

Summer months can be viewed as the dreaded sales slump or a welcome reprieve from the hectic pace the rest […]


Relationship Building, Seasonal
Happiness and Sales Leadership
By | May 1, 2017

The Key to Happiness and Why You Should Care as a Sales Leader

“The good life is built on good relationships.” That is the conclusion shared by Robert Waldinger, director of the Harvard […]


Leadership Development, Relationship Building
Strategic Account Plan
By | January 27, 2017

Preferred Position’s Role in the Strategic Account Plan

Selling is a journey, and the destination of all sales activities should be to reach Preferred Position with our customers. […]


Relationship Building
Add value as a sales professional to cultivate a long-term customer relationship.
By | January 19, 2017

The Price You Will Pay for Leading With Products/Solutions

It is universally recognized that sales professionals should never enter a sales call spewing the features and advantages of their […]


Communication Skills, Relationship Building
 
 

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