The myth of great relationships
How “great relationships” can harm sales
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Dave Kahle
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3. Emphasize in one-on-one conferences and in sales meetings that the relationship is a means to an end, not an end in itself. The purpose of the salesperson is to grow revenue. Improving the personal relationships is a helpful step to that end.
What should salespeople do?
1. Analyze accounts, not in terms of the relationship, but rather in terms of their potential for future sales. Adjust time to invest more highly in the higher potential accounts, and less heavily in the lower potential accounts.
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Dave Kahle
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