http://www.salesresources.com/ SalesResources.com is a free sales training portal. http://www.salesresources.com/images/saleslogo.gif http://www.salesresources.com brian@salesresources.com en-us http://www.salesresources.com/articles/article.cfm?ID=1633 http://www.salesresources.com/articles/article.cfm?ID=1633 Sat, 31 Jul 2010 06:25:01 CST http://www.salesresources.com/articles/article.cfm?ID=1602 http://www.salesresources.com/articles/article.cfm?ID=1602 Sat, 31 Jul 2010 06:25:01 CST http://www.salesresources.com/articles/article.cfm?ID=1591 Your Foundation for Success Relationship Selling is the core of all modern selling strategies. Your ability to develop and maintain long-term customer relationships is the foundation for your success as a salesperson and your success in business. Relationship selling requires a clear understanding of the dynamics of the selling process as they are experienced by your customer. Propose a Business Marriage For your customer, a buying decision usually means a decision to enter into a long-term relationship with you and your company. It is very much like a "business marriage." Before the customer decides to buy, he can take you or leave you. He doesnt need you or your company. He has a variety of options and choices open to him, including not buying anything at all. But when your customer makes a decision to buy from you and gives you money for the product or service you are selling, he becomes dependent on you. And since he has probably had bad buying experiences in th]]> http://www.salesresources.com/articles/article.cfm?ID=1591 Sat, 31 Jul 2010 06:25:01 CST http://www.salesresources.com/articles/article.cfm?ID=1577 http://www.salesresources.com/articles/article.cfm?ID=1577 Sat, 31 Jul 2010 06:25:01 CST http://www.salesresources.com/articles/article.cfm?ID=1483

The other person will not change. Perhaps they are just as grounded in their principles as you are, and not willing to listen or consider]]> http://www.salesresources.com/articles/article.cfm?ID=1483 Sat, 31 Jul 2010 06:25:01 CST