Posted under Sales
from http://thesalesblog.com 1470 days ago

Relationships Before Value is a post from: The Sales Blog | S. Anthony Iannarino

There are countless sales frameworks and sales methodologies, all with different ideas of what’s most important in winning new sales opportunities and retaining clients. This year’s fashion is insight. Next year’s fashion will bring another new version of some other old thing.

Regardless of what you read, see, or hear, make no mistake, your sales results are built on relationships.

Before Value

Your relationships come even before value. Yes, even value. Stop and think about it. Who exactly are you creating value for?

When you talk about your dream clients you use the company’s name as a sort of shorthand for the people that make up that company. Your dream client company doesn’t perceive value; only the human beings within that company perceive value.

Value is one of the ways you build ...

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