The myth of great relationships
How “great relationships” can harm sales
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Dave Kahle
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The relationship becomes the end, instead of the means to an end.
Paralyzed by the idea of “great relationships,” the salesperson forgoes the basics of consultative selling, and loses track of the essential function of sales and the heart of the salesperson’s job—to bring revenue into the company. Striving for and protecting “great relationships” becomes a deterrent to effective selling. It is, particularly among more experienced salespeople, one of the biggest obstacles to sales productivity.
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Dave Kahle
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