Recently I have the opportunity to discuss sales strategies with sales stars from all over the globe. The interesting thing that kept jumping out during the discussions was the importance of building strong relationships with customers and prospects. And, the higher the level the person in the relationship the better the business opportunities.
Here’s the facts, more business comes to sales people who have developed strong relationships with decision makers or important decision influencers. Too often, a sales person makes numerous calls on lower level personnel, get beat up with requests and price cuts, only to lose the business to a higher priced competitor who has a relationship built with a decision maker.