Sales vs. Relationships

Sales is becoming obsolete and a new tecnique is morphing it's way throughout the sales industry. Folks who have the hard sell attitude are being squashed by folks who invest in relationships. It's not about the amount of sales but the quality of the sale. Is the sale going to form a relationship that will grow and is sustainable by open, honest communication? If so, it is more likely that you will build a successful relationship that will grow through the years building confidence and referrals from your clients. I like referring to my clients as "partners" because without them there is no success. We work as a cohesive team taking on every challenge head on until a successful resolve is found.

My advice for new sales folks entering the industry; quit the "kiss-ass" attitude and be a problem solver. Make yourself that "go-to" person that can achieve the awkward challenges. Start with a honest foundation and smother them with your communication skills (but do not be over-bearing). Let them know that a 30 minute response from an e-mail is the longest they can expect. Keep in mind the sale you get the quickest is the client that can leave you the quickest.