Blog Category: Sales Relationships

The dictionary defines relevant as “having direct bearing on the matter in hand.” In my work with my clients, I always have people ask themselves that question – and it’s a tough one. In the environment we live and work in, our ability to create relevancy in the minds and hearts of our clients and prospects is paramount. It’s the way we differentiate.

This question has an esoteric feel to it, but I assure you it’s totally real. Are you present? I don’t mean are you physically present; rather, are you truly engaged with the people around you? Your ability to be present has all the power to make a huge difference between success and failure.

This is about the time of year that my clients start to call me and ask, “Why can’t I make any progress with my prospects and customers?” (Actually, I hear this all year long, but now it seems to be a bit more pronounced.) More to the point, I also hear from the customers and prospects who ask me for advice about how to “handle” salespeople. So, without further ado, I am publishing this letter from sales on how we can all get along.

Let me say this right up front: The enemy of the salesperson is not a bad economy, an ineffective manager, or a less-than-optimal product. Although none of these are good things per se, the mortal enemy of the salesperson is having a sense of entitlement.

If you’ve attended sales seminars, then you’ve likely noticed a common key point conveyed in many of them: Sales professionals must deliver value to their prospective customers. How will you deliver value to your prospects? In this article, I talk about how you can nurture relationships with prospects and drive sales by simply turning the focus from building your sales to helping customers grow their businesses.