Customer Relationships

Making buyer-focused conversations happen consistently takes practice. Why? Well, unfortunately, we often fall into the trap of making the conversation about us, our stuff, and our company’s track record. The fact is, we’re hard-wired to do that, for the simple reason that we’re human beings.

The goal of creating a better buying experience is to make it easier for people to buy. In this podcast, we will discuss the importance of follow-up after an initial discovery call or demo, and how sales reps can use tools like Qwilr to progress conversations.

As a salesperson, it is important to be aware of the risks that buyers face when purchasing a property. In this video, we discuss some of the best practices you can implement in order to reduce the risk for your buyers.

Sales are all about relationships. To be successful, you need to be able to build trust and rapport with your potential customers. And one of the best ways to do that is by reading other people.

How do you help salespeople, who may be underpforming, to instill a mindset of abundance and growth? Here are five steps we follow.

Mike Montague interviews Robin Rosenberg on How to Succeed at Living in Their World.

The global pandemic forced the buyer/seller relationship online, dramatically accelerating a trend toward digitization of the buying process that was already in place.

There is clearly a limited supply of raw materials and finished goods around the world at the moment.

Keeping a client is typically ten times cheaper and easier than finding a new one. Here are five powerful behaviors you can build into your account plan to support better, more profitable, and more loyal business relationships.

The best negotiators always start negotiation by negotiating with themselves. One of the communication tools that will help you better understand yourself and how others communicate with you is called DISC.