Category Archives: Business Relationships
Why You May Be Losing the Business You Already Have
As humans, we have a tendency to sometimes ignore what we have and take things for granted. This is true in life—and also true in selling. How much time do you spend with your current customers and make sure they have everything they need that you and your company can provide? If you are like most people, you just might tend to put more of your time, effort and focus into developing new business and new customers than you should. And you might even inadvertently take some your current ones for granted. What happens is that you wind up potentially losing the business you already have. And you are not alone. The average company loses 52% of its customers every 5 years. Continue reading
Investment in Relationships Pays
“It’s not what you know, it’s who you know.” That old saying may be even truer today than when it was first stated. Change is a constant in today’s world but that old adage about knowing the right people remains a constant. … Continue reading
5 Ways to Network Better
Nothing is more important to sales professionals than to have positive relationships with their customers. In selling, relationships are everything. Yet it seems that building relationships has become even more challenging today’s complicated world of technology and social media. In … Continue reading
Another Opening, Another Show
Another Opening, Another Show—it’s another way to approach your sales call. Each sales conversation presents another opportunity to capture interest, to learn more about your customer, to communicate your marketing message, handle objections, and gain commitment. And then the cycle … Continue reading
The 7 Business Relationship Truths Everyone Should Know
H Ross Perot is credited with saying, “business is a cobweb of human relationships.” Despite the prevalence of social media including Facebook, LinkedIn, and Twitter to connect us, people seem more confused than ever about how to form relationships. Regardless … Continue reading
The 2 Skills They Don’t Teach You in College that You Must Know to Succeed
Nobody is fonder of their college experience than I am. I went to the Virginia Military Institute and my education and experience there has in so many ways defined my life. I am now a Board Member of the Athletic … Continue reading
Strategic Relationships
Relationships tend to be among those things we take for granted. We rarely consider them organizational or personal assets. But one could argue that they may be more worthwhile than those myriad of other things that we focus on. The … Continue reading
When Relationships Hinder Business
Does it make a lot of sense to be afraid to ruin a relationship with a customer by being straight forward and asking for the business? I think it makes no sense at all. If we truly believe in what … Continue reading
Responsibility for Developing Business Relationships
Paraphrasing from Dale Carnegie, dealing with people is likely the biggest and most common problem you face in business. This is especially true for sales people for to be able to sell, to influence people, you need to be able … Continue reading
