Building Business Relationships in Today’s Digital World

Business is about relationships. It always was and always will be, even if it wavers from time to time. One hundred years ago, people purchased goods from their local owner-operated stores. The proprietor knew each customer and their preferences and would often let the customer know if their favorite item had just come in. Customers often took the suggestion and purchased the item because of the degree of trust between buyer and seller. Those genuine relationships started to erode as chain stores and mass-market advertising emerged in the mid-20th century. Advertising “Mad Men,” like the character Don Draper promoted soap and cosmetics via persuasive ads and consumers bought products wit

Top 9 Reasons Salespeople Fail

David Letterman has his “Top Ten List.” Stephen Covey has “Seven Habits” and John Maxwell has his “Twenty-One Laws.” Here are my “Top Nine Principles for Success or Failure in Sales.” Sales Success Principles: 1. Ask for Help Average producers are not good at asking for help. This may stem from lack of confidence in not wanting to be transparent about a weakness in their selling process. Lack of asking for help may also come from not being committed to doing what it takes to succeed. If you ask for advice, people expect you to execute on the advice. Top producers, on the other hand, are confident and have no problem admitting they are not perfect. They are also committed to do what i

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