Nothing is more important to a relationship than mutual trust. People do business with people they live and trust. The same is true with team member. They give the power to the leader they like and trust. A goal of a salesperson is to complete a transaction. But a goal for a person who wants to be a trusted advisor is to create a loyal customer relationship based on credibility, trust, and respect. Dan Pink, in his book, “To Sell is Human,” contends that everyone is in sales whether we have the title or not. He repackages it as “the art of moving people.” Everyone practices this art from salespeople to consultants and teachers. The old formula of sales no longer works. Those who remember sales from years ago remember ABC which means Always Be Closing. This tactic no longer works in today’s information rich environment. In the past, using gimmicks...
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