Listen to Part Two – Intentional Empathy

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The Gangrene of Business Relationships
Jeb: If I sell you something that you don’t need and you realize that I did that, then you resent me. Maybe you’re a small business. I’ve been in this position before where I needed a sale or I needed to get a deal done.

I would lower my price, or add on services in order to convince someone that I could help to do business with me. But down the road, as my business grew, I started resenting that customer because I felt like they were taking advantage of me.

Resentment leads to contempt, which is the gangrene of business relationships. It will rot them out at the core until there’s a point where you cannot save the relationship. There won’t be any referrals, you don’t like each other, and it almost always ends badly.

So when your focus is on solving rather than selling, you namibia telegram data only solve problems you can solve. You solve the problems you can solve at a price point that allows you to provide the service that the person is expecting you to deliver down the road, post-sale.This Sales Gravy Podcast episode is part one of Jeb Blount’s (Virtual Selling) conversation with Diane Helbig (Succeed Without Selling) about why for business owners, entrepreneurs, and sales professionals success in selling and business growth really isn’t about “selling.” Instead, when you focus on solving problems, that’s when the real magic happens.

Listen to Part Three – Sales is a Process
We want to hear from you. Let us know what you think about this episode – we love your comments and questions. Just send Jeb a text message at 1-706-397-4599 or CLICK HERE TO TEXT.

Ps. You can access Sales Gravy University Here

Why Did You Choose To Write This Book?
Diane: The book is called Succeed Without Selling: The More You Think About Selling The Less You’ll Sell. I decided to write it because so many salespeople and small business owners are, in my estimation, behaving badly because they are so focused on selling that they’re not getting what they want. They’re not getting the results that they want and it’s frustrating.