Only Tim Sanders could come up with something like this!

I am a Tim Sanders advocate and love his books… if you have not read any of them, you owe it to yourself to pick up a copy at your local book store.

His most recent blog posting entitled Don’t be a Wanksta, learn your client’s business, hit the nail on the head. And, his video is very engaging and entertaining.

Too often I see many sales people focused on the short-term objective of closing the deal that they forget the long-term objective of keeping the customer for life. I know the pressures sales people have and the targets that they have to achieve so I can’t really say I blame them.

Rather, the company that runs its sales department like this is doing itself a disservice. And for that matter, a disservice to its customers, its employees and its shareholders.

We live in a new world… competitors are everywhere and relationships are the strongest differentiatiors we have. The smart companies get this and focus on the personal sale.

Building strong relationships that transcend time is the key to any successful business.