first_img Get the Free eBook! Learn how to sell without a sales manager. Download my free eBook! You need to make sales. You need help now. We’ve got you covered. This eBook will help you Seize Your Sales Destiny, with or without a manager. Download Now There are countless sales frameworks and sales methodologies, all with different ideas of what’s most important in winning new sales opportunities and retaining clients. This year’s fashion is insight. Next year’s fashion will bring another new version of some other old thing.Regardless of what you read, see, or hear, make no mistake, your sales results are built on relationships.Before ValueYour relationships come even before value. Yes, even value. Stop and think about it. Who exactly are you creating value for?When you talk about your dream clients you use the company’s name as a sort of shorthand for the people that make up that company. Your dream client company doesn’t perceive value; only the human beings within that company perceive value.Value is one of the ways you build and maintain that relationship. Value is one of the foundations of the relationship.Your Business Acumen and Situational KnowledgeWho values your business acumen and situational knowledge? The only way you transfer your ideas to another organization is through the people that make up that organization, i.e., your relationships.The only way results are created in your company, in your client company, or in any company is through people. This begins with winning hearts and minds, by establishing trusted relationships. Relationships are what allow you to make recommendations, to build the consensus necessary to bring change, and to execute and deliver the outcomes you sold.You Lost the RelationshipsWhen you lose an opportunity you say something to the effect of, “We lost the XYZ deal.” But how did you lose that opportunity? You lost the opportunity because the people within that prospective account decided to do something different. You lost because you didn’t have the relationships you needed to win.I know, I know. You lost because your dream client didn’t perceive value, your competitor had a lower price, or one of a million other reasons outside of your control. Poppycock. Relationships allow you to change the perception of value and to move from price to value.There’s nothing more certain to producing good sales results than building the relationships necessary to do so. Everything else that you do is in service of those relationships. The value you create is the value for those relationships. The caring you do is caring for the people that make up the companies you serve. The trust you create is trust in your relationships.Relationship selling is dead? As long there are human beings buying from other human beings, relationships will matter. Because trust matters. Because caring matters. Because creating new value matters. But it all matters as part of your overall relationship.last_img read more

first_imgGoa Chief Minister Manohar Parrikar will soon address a press conference to clear the air over the ongoing mining impasse, the Deputy Speaker of Assembly Michael Lobo said on Monday. “He is the right person because he is the Minister of Mines as well,” Mr. Lobo said,adding, “in the next two to three days he will address a press conference and tell whether it (mining) is going to happen or not.” Mr. Parrikar, who has advanced pancreatic cancer, has not made an official public appearance for more than two months. He has also not moved out of his private residence except for a brief visit to the Goa Medical College Hospital since October 14, his return from All India Institute of Medical Sciences, New Delhi. Reports from New Delhi indicate that the Mines and Minerals (Regulation and Development) Act, which mandates auctioning as the only route for allotment of iron ore mining leases, cannot be amended — as requested by the Goa government — to facilitate renewal of leases to existing holders. This has made the agitating mining dependents restless. Top Goa BJP leaders as well as some central leaders of the party have repeatedly assured the agitating mining dependent lobby in Goa, as also the mine owners, that the Central government would be amending the MMRD Act in the coming winter session of Parliament. Mr. Lobo who has been active on this front, also said it was necessary for Mr. Parrikar to communicate to the people of Goa about when and how he planned to resume mining.The Congress has beenattacking the government and accusing Mr. Parrikar as well as the BJP of trying to hide the fact that the Union Government had already rejected Mr. Parrikar’s request for amendment of MMRD Act. Mining in Goa was banned in February this year by the Supreme Court quashing second renewals of 88 mining leases, while also directing the State government to allot the leases afresh as per appropriate laws.last_img read more

first_imgzoom Switzerland-headquartered Mediterranean Shipping Company (MSC) plans to enhance its New Kiwi Service operating between Australia, New Caledonia and New Zealand, by adding a new port of call into Bell Bay, Tasmania. The New Kiwi Service has been running in its current format since February 2015, with fixed weekly port calls into Bell Bay.The company is now offering two fixed port calls in Bell Bay each week and the service is linking Tasmania directly to Noumea and New Zealand.The first vessel to call at Bell Bay via the upgraded service will be the 2005-built boxship Malte Rambow on December 8, 2016.The port rotation of the New Kiwi Service will be as follows, with round trip transit times remaining unchanged: Sydney, Brisbane (Australia), Noumea (New Caledonia), Tauranga, Auckland (New Zealand), Bell Bay, Melbourne, Bell Bay, Sydney (Australia).Image Courtesy: MSClast_img read more