Choosing To Compete for Transactions or Relationships

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There are two ways to think about acquiring new clients and new orders. You can start from a transactional approach or you can start from a more strategic, consultative approach. The distinction is important. Transactional A transactional approach is centered on acquiring … [Read more...]

Not Worth the Paper On Which It Is Written

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I recently heard a story about a company that sues their clients when they attempt to terminate the relationship. It doesn’t matter if this company isn’t performing up to their client’s expectations or needs. This company doesn’t care that they’re not creating the value their … [Read more...]

On Relationship Hygiene

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The word hygiene means keeping things clean so that they remain healthy. You have to invest time in relationships if you want to maintain them, if you want to keep them clean. Trust and Commitments The foundation of all relationships is trust. Without trust, you don’t really … [Read more...]

A List of Things You Can Do To Produce Better Results That Cost You Nothing

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Gratitude is completely free. You can say thank you over and over again, and it won’t cost you a thing. But, if said sincerely, it will be priceless to the recipient. Recognition also costs you nothing. Recognizing the effort someone made--win or lose--is easily done. There is … [Read more...]

Selling Is Still About Relationships

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In every stalled or lost deal there is a person (or persons) who opposed (or didn’t support) the salesperson and their sales organization. There is someone who wouldn’t engage with the salesperson or who wasn’t convinced of the value that they could create. Someone opposed this … [Read more...]

How Not to Need a Time Machine

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Imagine you had a time machine. You know, the kind that you see in movies, where you dial in a date and break the space-time continuum. Imagine you could go back in time and change anything. Something went wrong? No problem. You go back and reverse it. You wish you’d have acted, … [Read more...]

Tonight You Are Rich

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On his program, Born to Win, Zig Ziglar reminds us that we are already rich. He asks you if you would give up your eyes for $1,000,000. Of cource you wouldn't trade your sight for money. He asks if you'd give up your legs for that same amount. You wouldn't. You are already … [Read more...]

How To Have Productive Disagreements

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As you work in sales and in business you are going to disagree with your peers and your team about what the best course of action is in some circumstances. You will have strong feelings, and they will have strong feelings too. You will end up arguing with each other about what … [Read more...]

On The Power of Being Nice

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I’m not suggesting that you can’t be demanding. I’m not even remotely suggesting that you shouldn’t have knock down, drag out productive disagreements. And, I’m not intimating that you should be a softie, a cupcake, a cream puff, or that you should let anyone walk all over you … [Read more...]

We Need to Invest in the Relationship

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Invest in relationships. That sounds like a good idea when you say it that way, doesn’t it. Typically when sales people say that their company needs to invest in relationships they're intimating that their company should spend money serving a client or prospect without billing … [Read more...]