Relationship selling is critical if we really want to hit the big time in sales. It's about the people. And people will never care how much we know, until they know how much we care. The key is to think small... seriously.

We've all been to a small town at one point or another, heck some of us grew up there. Regardless, it's easy to see how friendly small towns are. People are on a first name basis, they're waving at each other as they pass by, and are out shaking hands and telling stories. Small towns are completely relationship focused.

And it's not different in sales. The best sales people are great at building customer relationships. That those relationships start with being genuinely interested in other people. By not thinking about the deal, the money, the ulterior motives.

Whenever you start getting to focused on something outside of helping the customer, clear your mind and go back to thinking small. Think about the small town, about the relationships they build, and remember you're in the people business, not the car business.

Think small, to go big.
-Tim Kintz

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