Selling To Bruce Lee

I subscribe to a Daily Boost of Positivity, and today's email was too good not to share. According to Jacob Morgan, modern-day selling has a lot in common with the late Bruce Lee. That's right: Bruce Lee. How? One of Bruce Lee's approaches toward martial arts was the idea of fighting without fighting, which can be … Continue reading Selling To Bruce Lee

The Final Leg

Strong and healthy relationships are built on trust and respect, and maintained through positive rapport. As important as these three fundamentals are to a relationship, I feel there is one final component that is often overlooked. Leaving this until last should not imply that it is the most important: far from it. Just as each … Continue reading The Final Leg

R-E-S-P-E-C-T

Relationships are complex connections that take work. I believe there are four fundamental aspects that make a strong relationship. In case you missed my first two posts, I suggest you catch up via the links below: Rapport Trust Which brings me to the third relationship fundamental: Respect You may be asking; "Why have trust and … Continue reading R-E-S-P-E-C-T

The Next Relationship Fundamental

My last post was the initial installment on what I believe to be the four fundamental aspects of any strong relationship (read it here). Establishing and continuing to build rapport is essential, but on its own: meaningless. Without prior rehearsal or discussion, Laurie Barkman's comment segues perfectly into this next topic. Laurie wrote, "I like … Continue reading The Next Relationship Fundamental

Relationships and the Legs They Stand On

One of the best aspects of a sales career is the number of people you meet and the relationships you can develop along the way. "Can" being the key word. You will meet a lot of people, but establishing and developing a relationship takes work. Relationships in general, take work. Be it family, friends, business … Continue reading Relationships and the Legs They Stand On

The Sales Relationship Paradox

Hefty title isn't it? Sounds ominous... First let me take a step back. In a previous post I wrote about how the sales relationship is changing ("Goodbye Solution Sales?") and how advancements in technology continue to increase the amount of information that is available to perspective buyers. I want to elaborate on a point that, as … Continue reading The Sales Relationship Paradox