Relationship Revenue An Overview
Relationship revenue must be your focus. If you are an entrepreneur, business leader, sales professional, attorney or any type of professional service provider, the only way you can grow with […]
Relationships
Experiences Deepen Relationships
As an individual representing a company, to your clients, you ARE the company. This is an important point, so I will restate it. The lens through which your client views […]
Sales and the Baseball Game Test: Do You Pass?
Want to test the strength of a sales relationship? Answer this question: Would your client sit next to you during a baseball game? Just you and the client. For nine […]
Combine Value and Relationships for Sales Success
My visit with a banker turned a boring trip into a sales success story. A few weeks ago, I stopped in the bank to make an administrative change to one […]
The Inside Story of Relationship-Based Sales
On this episode of the Sixty Second Sales Show we welcome Pat Murphy from Heartland Payment Systems. Pat is an expert on relationship-based sales and he gives us the inside scoop on […]
How to Build a Body of Work
Your body of work helps reinforce your expertise. If you want to be perceived as an expert, you must have a substantial body of work behind you to support you. […]
Profitable Relationships Are Built On A Foundation of Trust
A big challenge for business leaders is understanding and embracing the difference between developing relationships and selling. You sell a product or service. This is done by identifying the customer’s […]
People Buy You
People buy you before they buy what you are selling. There is no sales technique in the world to change a prospective client’s mind if you turn him or her […]
In Sales No Sex On The First Date
Remember back in the days when you were young, dumb, and running around like an alley cat in heat? Remember how you only had one thing on your mind? You […]
Selling Success Starts With Great Relationships
Great relationships lead to selling success. When you think about all the different relationships in your life, which ones do you think are most important? Your therapist will tell you […]