Tuesday, November 10, 2009

Relationship Selling, So What Is A Relationship

It seems that anywhere I turn there is a conversation, blog, discussion or new book on Relationship Selling. You may also be seeing and hearing the banter.

I have no problem with the idea of "Relationship Selling", my only question is.

"What is this relationship?" can it be described or is it just another catch phrase to sell product and talk smart.

My belief is it can be defined, but many salespeople and managers may be avoiding the accountability that goes along with a clear definition. After all, a bit of gray area, some foggy ideas and generalized thinking can keep most inquisitive minds at bay.

Here are the key points I feel make up a strong sales relationship…MORE...