12 Tips: Making Your Sales Relationships Work

12 Tips: Making Your Sales Relationships Work:from SellingPower by Gerhard Gschwandtner At a past Sales Leadership Conference, during a private dinner organized for all speakers, we discussed sales relationships. While everyone there agreed that relationships are vital to creating sales, the consensus was that there is no formal body of knowledge that explains how relationships are formed, what makes them grow, what causes them to fizzle, and what leads to the creation of value. One speaker called relationships “the soul of business.” Below is a summary of the excellent ideas – and there was no shortage of them – shared by 18 sales leaders who continually contribute to the selling profession....