When you put the needs of the customer first, relationships are won.

True salespeople commit to prioritizing people first, always. Businesses are run by people. Relationships based on empathy, understanding, and goal alignment will always find success.

Value is determined by the buyer. The sales teams that grow are the ones who understand the client’s wants, desires, and needs by making every interaction worthwhile.

Rules for Engagement:

Rule # 1: Make Every Interaction Beneficial – Deliver Extreme Value (insights & proof)  

Rule # 2: Show Empathy Through Curiosity (understanding & goal alignment)

Rule # 3: Proactively & Collaboratively Solve Real Problems (expertise & execution)

Valued sales reps don’t waste the customers time. Wasting time is a choice.

Common theme: Empathy will win relationships. With enough understanding, the best sales reps create measurable positive change, that always will win sales.

Customers want to Improve – the best sales teams show them how.

Most companies do this wrong. They talk about themselves. They want to be “seen” as experts rather than provide expertise. The best companies don’t talk about themselves. They turn their users into heroes, over and over again. The best companies create a unified mission. The best companies paint a vision of the future and invite others to join them.

Humans care about themselves. They care about their own problems. Every person needs to be listened to. Every person needs to be understood. The best sales teams help the customer look good.

Top performers create connection based on mutual understanding, and sales always continue to rise for them. Connection solidifies purpose and relationships.

The best sales organizations don’t waste time. They don’t waste the customers time and they don’t waste their own time.

With complex B2B sales, there are lots of people to listen to and lots of needs to understand. Major enterprise sales have lots of complexity to simplify and lots of value propositions to explain.

The top producing sales reps work hard to find the quickest path to solving real problems. They understand the business and they understand the customer. They understand the product and they collaborate to drive new processes that change behavior.

The secret to more sales is delivering more innovation and insight. This can only be done by putting people first.

The more we give, the more we can help. This is what they best sales teams do. This is what the companies we all want to work with do. They give more than the others. They give more service. They give more results. They give more solutions.

The highest performing sales reps always give the most. They deliver the most. They help the most.

This method serves everyone, everywhere.

Joy lasts a long time. Pleasure doesn’t. We don’t always do what is in our best interest. Pleasure is tricky. We chase it more than we chase joy, yet it always leaves and never truly satisfies. Joy comes from alignment. Aligning your actions with you dreams and values.

When you focus on one thing you learn to appreciate it. When you appreciate what you have you become a better person. When you appreciate relationships in your life your life gets better, you feel more fulfilled. Appreciation comes from focus and from dedication. Learn to love what you have, share your love with those you know, and you will be the person everyone wants to have around. The more you notice and focus on something, the more valuable it becomes.

When you listen, you can hear. When you hear, you can see. When you see and hear with your heart you can feel. Some people need to be listened too more than others. Try to hear them. Try to see them.

Tastes matter. Preferences matter. You matter. They matter. We are all different. We all have different tastes. It is easy to connect with people with similar tastes. It is harder to feel connected to those we view as too different. Notice the differences so you can serve others. Ignore them so you can connect better.

The more you give, the more you can care. The more you give, the more they can care. We all can give more. We all can care more. As we give, we feel better. When we feel better we can become the best version of ourselves.

If they don’t appreciate you, move on. If they don’t value your contribution, contribute elsewhere. You don’t always get the credit you earn. You only get the the credit you earn and demand. Stick up for yourself.

Relationships are about creation. Don’t agree just to have peace. Agree to create peace. Creation is taking one thing and forming it into another. You work with thoughts, emotions, feelings, and the physical to make things change, to influence, and to bring out new life. Creating helps us live, helps us feel live. Create for yourself. Create for others.

Your time is only valuable if used. Value can come in many different forms. Accept the value of every moment. Learn what needs to be learned. Feel what needs to be felt. People discuss wasting time, yet that discussion is wasted already. Don’t look at time as something to use or throw away. Look at time as a something of value, your job is the find the value of that time.

Preparation beats embarrassment. Sometimes preparing is boring or painful. It is never as painful as being embarrassed because your weren’t ready. When you prepare, you open yourself up to more opportunity. New possibilities find you because you are prepared.