Relationships Are NOT Enough

Relationships Are NOT Enough

Are relationships important in sales? Yes. Should you invest in them? Yes. Should you nurture them? Yes. Should you depend on them to make sales? No. In fact, putting too much trust in an existing relationship often leads to mistakes, including not asking the right questions, not asking for the business, etc. In reality, a relationship is only as strong as the dollar value of the business benefits the customer receives from the seller’s product. The relationship must be re-earned every day. A relationship will get you the deal when all else is equal; otherwise, they are no guarantee.

All contents copyright © 2013, Josh Lowry. All rights reserved.

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