I love that you mentioned Brian Tracy and Zig–2 of my favorites.

It’s so true about the relationship-building. It’s one of the reasons I just love talking to business owners about social media in terms of marketing. Those who love what they do but always felt deep down that selling and marketing were the most “yucky” aspects of being in business especially gravitate towards it once they see the possibilities.

Christine | Communicate Value´s last blog post..Ashton Kutcher Hits 1 Million Twitter Followers; Early Adopters Groan

Hi Kathy – I will have to read Neil Rackham – sounds like a great resource, thank you! And thanks for linking back to this post, too. Long-term thinking would almost demand that you not hog all your client’s media allocation, wouldn’t it? Sheesh. And you’re right: problem = solution = sale, every time. Thanks.

Hi Alik – Welcome to Passing Thru! How frustrating to tee up a sale and have someone else whiff the ball! Building trust is so elemental – and some companies don’t want to invest in the training that would enable stronger results. Boggling! Thanks.

Alik Levin | PracticeThis.com´s last blog post..What Your Kid Knows About Creativity

“Trust will close the sale for you every time.” – and it will. However, as you point out – trust takes time to build. Most sales mangers don’t have the PATIENCE to implement the wise words of Zig Ziglar, Brian Tracy or Neil Rackham (Spin Selling – it’s a MUST READ!)

I used to drive my sales managers NUTS back in the day when I was “selling” advertising. I’ll never forget when my GM learned that I was in TOTAL control of several clients advertising budgets – and I wasn’t allocating 100% of their media buy to the station. I am sure that realization easily took 10 years off his life.

So often, sales people are focused on the short term. They’re so busy trying to hit this quarter’s sales quota that they don’t worry about next year’s sales quota. However, when you do find such a gem – when you find a sales person who is interested in helping you to solve a PROBLEM you have instead of meeting a sales quota he/she has – ah, that’s a beautiful thing!

Kathy | Virtual Impax´s last blog post..Social Media and Communication: How your mindset shapes the mesage.

The result is that you have more authentic conversations with the prospect because you break down barriers and they share their real concerns. It’s an amazing program. I use it in more than just sales.

Davina´s last blog post..What Have You Done for Your Blog Lately?

Hi Jannie – It’s a pleasant experience when we need to buy something and the salesperson can help with the perfect, even if unexpected thing, isn’t it? I’ve heard good things about that Etre system before. Sadly, it seems good training is the first to go when retail slows – and then when it’s good times, they figure they don’t have to help the customer – just move on to the next one. Thank you.