One of the best things about writing this newsletter every week is that it forces me to read articles from other sales trainers. In a recent article, I was reminded of how important it is to build relationships with the right people and companies regardless of their buying time. I think we all forget this at times. If a potential client doesn't buy from us today we drop them like a hot potato rather than continue to nurture the relationship into fruition. Are you guilty of doing this?

Tip 1. Have you lost your human touch? If so, make a phone call, send a card or take just a few moments to send an email to see how they are.

Tip 2. It isn't just the first impression that counts. It's every impression that you make. Be consistent.

Tip 3. Be personable. Your clients should want to talk to you - if they don't, you might be trying too hard to get the sale rather than develop the relationship. If they are dodging your calls or not answering your emails you may want to evaluate your approach.

Tip 4. Is your customer here today and gone tomorrow? Start Thinking... "A customer is for life." Are you willing to invest what it takes to get their business? Give people value, more than they expect and you have a customer for life!

Tip 5. Be an advisor not a salesperson. A trusted advisor will always win more sales than a high-pressure salesperson.