The myth of great relationships
How “great relationships” can harm sales
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Dave Kahle
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I’ve often thought some marginally-performing salespeople, aware of their lack of sales skills, intentionally hide behind the screen of “great relationships” to excuse their lack of results.
The cold hard truth in sales is this: In business, the relationship is a means to an end. Business in general, and sales specifically, is not the same world as family, friends or romance in that the relationship is not an end in itself. In sales, if the relationship doesn’t result in revenue coming into the business, then the relationship is not valuable.
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Dave Kahle
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