--- title: Paying in Advance for Your Dream Client | The Sales Blog description: No salesperson denies the importance of relationships in creating and winning opportunities in business-to-business or major account sales. No salesperson denies the need to take the long view in their actions and behaviors. Consistently behaving as if these statements are true is a bit more problematic, though. You pay in advance for your dream client. […] image: https://www.thesalesblog.com/hubfs/The%20Sales%20Blog-2.jpg --- ### [Now booking SKO meetings for 2026/27! Learn more](https://www.thesalesblog.com/authority) [![Iannarino The Sales Blog](https://www.thesalesblog.com/hubfs/2021%20Website/Images/ai-logo-web.svg) ](https://www.thesalesblog.com) - WIN AT SALES - The Sales Environment - [ Sales is broken ](https://www.thesalesblog.com/sales-is-broken) - [ Modern sales ](https://www.thesalesblog.com/revenue-growth-blueprint) - Sales Resources - [ Blog ](https://www.thesalesblog.com/blog) - [ Podcast ](https://www.thesalesblog.com/blog/tag/the-anthony-iannarino-show) - [ Live Training Events ](https://events.thesalesblog.com) - [ Modern Sales Methodologies for Enterprises ](https://www.thesalesblog.com/modern-sales-metholodogies) [![View Events](https://no-cache.hubspot.com/cta/default/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111) ###### Live Training Events ### Upcoming training events & workshops [![Sales Accelerator Training](https://no-cache.hubspot.com/cta/default/2922376/cda2541c-e77c-44de-9752-0a68716d50e9.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/cda2541c-e77c-44de-9752-0a68716d50e9) ###### Online Training Platform ### Sales Accelerator [![Revenue Growth Blueprint](https://no-cache.hubspot.com/cta/default/2922376/b2913e6b-029b-4079-96bb-20e4ad251bc6.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/b2913e6b-029b-4079-96bb-20e4ad251bc6) ###### #1 Resource ### Revenue Growth Blueprint - [ BLOG ](https://www.thesalesblog.com/blog) - [ SPEAKING ](https://www.thesalesblog.com/speaking) - SALES TRAINING - [ Sales Accelerator + Monthly Webinars Bundle ](https://www.thesalesblog.com/sales-training-events-bundle) - [ For Individual Reps ](https://www.thesalesblog.com/individuals) - [ For Teams ](https://www.thesalesblog.com/sales-accelerator) - [ Events & Other Programs ](https://events.thesalesblog.com) - [ Hire Anthony to Speak ](https://www.thesalesblog.com/speaking) - [ Modern Sales Methodologies for Enterprises ](https://www.thesalesblog.com/modern-sales-metholodogies) - [ EVENTS ](https://events.thesalesblog.com) - [ BOOKS ](https://www.thesalesblog.com/books) - [ ABOUT ](https://www.thesalesblog.com/anthony-iannarino) - [ CONTACT ](https://www.thesalesblog.com/contact) - Hit Sales Targets [![View Events](https://no-cache.hubspot.com/cta/default/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111) ###### LIVE TRAINING EVENTS ### Upcoming virtual training events & in-person workshops ###### Improve your win rates [![Speaking](https://no-cache.hubspot.com/cta/default/2922376/2a02e2ae-517f-42dc-a8db-40ef42615279.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/2a02e2ae-517f-42dc-a8db-40ef42615279) ###### Keynotes & Workshops ### Hire Anthony to Speak @ Your Event # Paying in Advance for Your Dream Client ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) February 18, 2011 No salesperson denies the importance of relationships in creating and winning opportunities in business-to-business or major account sales. No salesperson denies the need to [take the long view](http://thesalesblog.com/2011/02/taking-the-long-view-in-sales/) in their actions and behaviors. Consistently behaving as if these statements are true is a bit more problematic, though. You pay in advance for your dream client. #### You Pay in Advance For the Right to Compete You pay in advance for your dream client’s business by proving you have the determined perseverance to pursue their business over the long haul, never giving up and never giving in. You pay in advance for the right to compete for your dream client’s business by [nurturing the relationships](http://thesalesblog.com/2010/09/the-9012-challenge-a-90-day-prospecting-and-12-month-nurturing-plan/) that open opportunities. These nurturing efforts prove that you a value-creator and not a time-waster. The price of being given an opportunity is proving that you are different and that you are worth spending time with. It requires that you [prove you have ideas](http://thesalesblog.com/2010/03/7-ways-to-improve-your-business-acumen-for-sales/) that will benefit your dream client and their business results. You pay in advance by doing all of the heavy lifting that is your personal and professional [development](https://www.thesalesblog.com/blog/the-development-edge), building the capacity to deliver results and to be a person worth following. #### You Pay in Advance for the Right to be Trusted You pay in advance for the right to be trusted by always acting with the honest and integrity that are [tables stakes](http://thesalesblog.com/2010/03/honesty-and-integrity-are-table-stakes-and-more/)—and so much more—so that your reputation precedes you. You pay in advance for the right to be trusted by creating value before claiming any. If you are short sighted or selfish, you demonstrate that you aren’t willing to pay the price and that you believe that you are entitled to your dream client’s business. You pay in advance for the right to be trusted by making and keeping all of the [commitments](http://thesalesblog.com/2010/12/keeping-commitments-why-follow-up-and-follow-through-make-or-break-opportunities/) that you make, large or small. #### You Pay in Advance for the Right to Cooperate and Collaborate You pay for [the right to cooperate and collaborate](http://thesalesblog.com/2011/02/competition-cooperation-and-creating-and-capturing-value/) with your dream client by helping them diagnose their problems, challenges and how best to capitalize on their opportunities. You pay in advance by helping them to work the decision-makers, decision influencers, stakeholders, and end users [from the north end of their org chart to the south](http://thesalesblog.com/2011/02/moving-vertically-north-and-south-through-your-sales-process/) to create the consensus necessary to change. You pay in advance for your dream client by helping to develop the vision of what the right solution looks like and helping them to tell that story in a meaningful way. You bring this story to life by creating a win-win agreement in which [both you and your dream client capture part of the value](http://thesalesblog.com/2010/06/how-not-to-sell-on-price-the-iannarino-principle/) that is created. If you want to win your dream clients tomorrow, you pay for them with what you do today. ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2011](https://www.thesalesblog.com/blog/tag/2011) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on February 18, 2011 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. [![DOWNLOAD EBOOK](https://no-cache.hubspot.com/cta/default/2922376/c9f553be-fbba-4813-9199-95c1603472e7.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/c9f553be-fbba-4813-9199-95c1603472e7) ## Are You Ready To Solve Your Sales Challenges? ![Anthony-Solve-Sales](https://www.thesalesblog.com/hs-fs/hubfs/Anthony-Solve-Sales.png?width=290&height=221&name=Anthony-Solve-Sales.png) Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2024-08-21T3:35:27 AM", "datePublished" : "2011-02-18 22:17:44", "description" : "No salesperson denies the importance of relationships in creating and winning opportunities in business-to-business or major account sales. No salesperson denies the need to take the long view in their actions and behaviors. Consistently behaving as if these statements are true is a bit more problematic, though. You pay in advance for your dream client. […]", "headline" : "Paying in Advance for Your Dream Client", "image" : { "@type" : "ImageObject", "height" : 16, "url" : "https://f.hubspotusercontent20.net/hubfs/2922376/Image/favicon.ico", "width" : 16 }, "mainEntityOfPage" : { "@id" : "https://www.thesalesblog.com/blog/paying-in-advance-for-your-dream-client", "@type" : "WebPage" }, "name" : "Paying in Advance for Your Dream Client", "publisher" : { "@type" : "Organization", "logo" : { "@type" : "ImageObject", "height" : 24, "url" : "https://f.hubspotusercontent20.net/hubfs/2922376/TSB/images/TSB%20Logo%20Dark.svg", "width" : 228 }, "name" : "The Sales Blog" } } ```