Death to All Salesmen! Why Companies Should Bypass the Quick Sale

"Death to all salesmen!" is a concept which means that companies should no longer simply look to make a quick sale but should learn how develop lasting relationships with their customers. In other words, the whole concept of sales needs to be thrown out and replaced with a new model of professional partnership.

The image of the sharply dressed salesperson toting the great miracle qualities of elixir is long gone. Business customers have become savvier and are able to see through all the product hype. Instead they want real numbers and real solutions to their problems. No longer will they accept the selfish sale made by an egotistical sales person who couldn't care less if the product actually does any good.

Strong customer relationships mean that the salesperson and the customer have a deeper understanding of the issues at hand. The salesperson attempts to understand his or her customer's business and provide meaningful solutions. They become partners with the business and root for its success.

Nothing should make the salesperson happier than to see that the products work and are having a positive affect on his customers business. The stronger the effects the better chance that he or she can sell updates or additional products that can further his or her clients interests. If the sales person is exceptional he or she may actually become part of the customer's decision making resources.

The goal of the new generation of sales professionals is to develop long-term relationships that will allow them to make much more money than they would have off of a single sale. They want their customers to keep coming back and purchasing from them again and again over the years. In order for them to do this they are going to have to have high credibility and honesty.

The term "relationship marketing" is a concept that means relationships are sold; not the products. You sell your ability to effectively deal with the customer, solve the customer's problems and be there when the customer needs you. To sell your relationship means that you have to build trust which isn't something an old fashion salesperson could do.

The concept of the sleazy used car salesman is gone in the corporate world. Those companies who still utilize the simple concept of selling a product and severing the relationship aren't likely to see continued growth. Even companies like GE and Gerber have to develop relationships in order to be successful. "Death to all salesman" is about a way of thinking into the future.