Archive for: January 13, 2008

Not too long ago, I was inspired by my friend and great sales mentor, Dr. Bob DeGroot - founder of the leading online sales training organization, Sales Training International - to read the outstanding book Law of Attraction.  Then, a couple of days ago I was reading a blog post by John Dornoff on the importance of building rapport in sales.  I thought I’d share my perspective on the connection between the two in this post.

I’ve been pretty successful at B2B sales, sales leadership, and/or sales coaching for more than 20 years, and I advocate John’s points vehemently.

My background and education are in engineering, and I’ve always been able to communicate the technical benefits as well as the value of my products and services to customers…

BUT…That’s NOT what keeps my customers coming back for more…

What keeps my customers loyal to me…

How I competitor proof my services…