Helping Salespeople with Building Business Relationships

A good rule of thumb for salespeople is to actively seek out new business relationships, rather than limiting their sales efforts to a dwindling customer base. Sure, leveraging and strengthening an existing customer base is important, but it’s all too easy to become complacent and keep calling on the same customers.

Sometimes the sales relationship has run its course, or the well has simply run dry. In an economic climate like the one we’ve been in lately, your best customer may now be in dire straits because of mergers or downsizing — the salesperson’s timing is off. He’s better off investing his time and efforts on fresh new opportunities.

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Paul Cherry

For over two decades, sales expert and author PAUL CHERRY has helped B2B sales professionals close more deals in all major industries. As a recognized thought leader in customer engagement strategies, Paul Cherry has been featured in more than 250 publications, including Investor’s Business Daily, Selling Power, Inc., Sales & Marketing Management, The Kiplinger Letter, and Salesforce.

Performance Based Results

Paul Cherry is the president of Performance Based Results. PBR delivers intense, customized sales team training programs and sales management coaching to companies throughout North America. Paul has worked with more than 1,200 organizations, including 175 of the Fortune 500, plus more than a thousand entrepreneurial, small to mid-sized, cutting-edge businesses looking to dominate their niche markets. Clients typically get 7 times their return-on-investment (ROI) or better.

Questions That Sell

Paul Cherry’s top-rated bestseller, Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants (AMACOM) has been listed on BookAuthority’s “100 Best Sales Books of All Time” and has been published in four languages. He is also the author of Questions That Get Results (Wiley) and The Ultimate Sales Pro (HarperCollins Leadership).