Much of what I write here is going to be anathema to a particular variety of sales experts and those who read too much into the idea that relationships are no longer critical in sales. Much of the dominant opinion that relationships don’t matter…

I’ve written a lot about defending your price. But I haven’t yet shared what you can do to not have to defend your pricing in the first place. What can you do to preempt ever having to have a conversation about lowering your price?

Here’s the…

Commercial relationships are in some ways different than pure personal relationships. Both require that you are known, liked, and trusted, but commercial relationships also require the creation of economic value. This continual need to create new…

Relationships are the foundation of sales, which is what the post  Sales Is, Was, and Always Will Be Relationships is all about. A comment on that post reads, “99 percent of my cases are: trying to build relationships based on the value I…