Build Your Book of Business
And everyone of them, after doing it for awhile, come to the same conclusion - building a book of business is all about relationships. Without them, you just cold call until you can't do it anymore.
Build Your Book of Business: It's All About WHO, is the result of years of sales, consulting, and coaching experience. I've tried all of the sales training programs, some good and some bad. The bottom line is that only through relationships can one escape from the competitive morass and price sensitivity common to most sales situations.
I share a simple plan for identifying, strengthening and building a set of business relationships that will sustain and grow your book of business. Your relationship with your customer is the only true differentiator.