relationship-selling-and-the-value-of-intimacy Blog Related Topics 
Anthony Iannarino
JULY 5, 2020
The number of people who wish to remove the relationship from sales doesn’t ever seem to decline. They believe they need only share their value proposition with their prospective client, and that should be enough to win the business. His equation is immensely helpful in understanding the trust that underlies all relationships.
Anthony Iannarino
NOVEMBER 22, 2019
You must invest more time than you would in a transactional approach to a commercial relationship. Salespeople and sales organizations work very hard to differentiate themselves and their offerings as a way to create a competitive advantage. Many believe their company is the differentiation. Caring is Expensive. Caring Takes Time and Effort.
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Understanding the Sales Force
DECEMBER 6, 2013
Develop a relationship. Experience some intimacy. Quantify the value of the prospect''s opportunity or cost of their problem. Selling is becoming more difficult every year. One attendee asked the hypothetical question, "What is the most difficult part of the sales process?" Ask good, tough timely questions. Show humility.
Anthony Iannarino
MAY 23, 2020
It might sound—and feel—better to be described as a supplier, another word that suggests the transactional relationship, one in which you supply something that your clients or prospects need. If you are easy to do business with and what you sell works well for your client, you might move up a bit to the preferred vendor.
Anthony Iannarino
JULY 16, 2020
In places where relationships are important, your contact may want you to answer questions about who you are and who you know, sharing with you who they are and how they ended up in their role. These are generalizations, and all generalizations are lies , even they provide some value. Location Provides Clues. What Your Contact Wants.
Anthony Iannarino
JULY 6, 2020
The question in my inbox was in response to a post titled, “ Relationship Selling and the Value of Intimacy.” I wrote that people who deny the value of relationships often “believe they need only share their value proposition with a prospective client, and that should be enough to win the business.”.
Anthony Iannarino
JULY 7, 2020
The question in my inbox was in response to a post titled, “ Relationship Selling and the Value of Intimacy.” I wrote that people who deny the value of relationships often “believe they need only share their value proposition with a prospective client, and that should be enough to win the business.”.
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