Where Sales Trainers and Selling Experts share advice, tips, and techniques on how to become a sales champion!

Building Long-Term Relationships By Brian Tracy


If you could take everything we know about communications, put it all in a large pot, boil it and distill it down into its critical essence, it is about the importance of relationships in successful selling.

Building and maintaining long-term selling relationships is the key behavior and skill of the top ten percent of the money earners in sales, in every field, selling every product and service.

The Reason for Success …
Most of your success in life will depend on your ability to get along well with other people, and on the quality of your relationships. Psychologist Sidney Jourard, found that 85 percent of a person’s happiness in life comes from happy interactions with other people. The reverse holds true as well: 85 percent of a person’s unhappiness or problems in life comes from difficulties in getting along with others.

Sell to Lots of People …
Anyone can sell to a few people, some of the time. But only the very best human relations experts can sell to a wide variety of people, and sell to them repeatedly.

The only way that you can make the kind of big money that you are capable of is by selling more easily, and more often, to the prospects you talk to, and by having those prospects open doors to others through testimonials and referrals. All top salespeople build and maintain high quality business relationships with their customers and sell to them repeatedly year after year.

Decide Emotionally, Justify Logically …
We are all sensitive to the quality of our relationships with other people. We are primarily emotional and we make most of our decisions on the basis of how we feel inside. We may carefully consider all of the logical and practical reasons why or why not with regard to buying a product or service, but in the final analysis we tend to go with our gut feeling.

We listen to our inner voices. We obey the dictates of our hearts. We buy on the basis of how we feel about the relationship that we have with the other person. Where there is no relationship, there is no sale.

Focus on the Key Variable …
Everything that you ever learned of value in the profession of selling, regarding your product or service, or personality, is only helpful to the degree to which it contributes to the building of high quality relationships with customers.

Action Exercises:
Here are two things you can do immediately to put these ideas into action.

First, become a relationship expert in sales. Focus first on the relationship, above all, and the sale will take care of itself.

Second, take care of your relationships once you have built them. Never take them for granted. Tend to them as you would to a flower garden.
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Brian Tracy is one of the world’s leading authorities on personal and business success. His fast-moving talks and seminars are loaded with powerful, proven ideas and strategies that you can apply immediately to get better results in every area. Visit the Brian Tracy web site.