When you and your team are working with your prospects and customers (which should be about 85% of your time), remember that gray areas of communication can present serious challenges to the mutual trust level of your long-term relationships. Work to eliminate any omissions in your communication and be sure that all possible gray areas of understanding are minimized.
When you have a moment, invest some time (outside the money hours, as always) in a “gray and omissions check” of your standard sales statements, presentations, and other regular sales communications.
Think long-term as you develop your customer relationships and you’ll always be one of the best in the business… long-term.
Now go sell something.~>
