Excerpt from the book…
As we discussed before, the purpose of a sale is to get a client. The sale is the first major Milestone. This means that the relationship is more valuable than the transaction. Did you get that? Let me repeat:
The relationship is more valuable than the transaction
Put that on your wall. Big. Let it remind you to spend more of your time, energy, and resources on building relationships than on making the sale. As long as you focus on closing deals, you will be broke and miserable.
Most sales people work so hard to close a sale, then forget about the person and on to the next. How are YOU building long-term relationships? Or are you suffering through starting over every month?
Posted by Robert Schneider 
