- Your clients won’t always like the recommendations you make, especially when it means they have to change.
- Not telling the full, unvarnished truth doesn’t protect your client from running headlong into a brutal reality.
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…Continue Reading
For three decades my friend was a successful salesperson. He was gregarious, charismatic, and charming. His method was to develop a personal relationship with his clients that was very much a friendship. He would invest his time and his money in…Continue Reading
When you first sit down with a contact from your dream client’s company, they may not be willing to share with you the areas where they feel an improvement might be made--or where one might be necessary. They don’t yet know you, and you…Continue Reading