Profitable Relationships: Is It Amateur Hour or King of the Hill?

"We're in the relationship business?...airplanes are what we use to provide a service." remarked Colleen Barrett, President and COO Southwest Airlines remarked,

Are you in the relationship business? Of course you are. Everyone who has to work with, deal with, sell to, convince, etc. is! Unless you're on a deserted island, you must connect with, interact, and influence people every single day. Winning relationships result when people make a positive connection.

However, strong relationships seldom happen overnight. It takes time to gain trust, to obtain information, and to demonstrate your integrity. Building strong relationships is a process. It's not magic; it's not chemistry; it's not luck. Because it is a process you can learn it and you can replicate it throughout your organization. The three steps in building winning workforce and business relationships are:

What you think ? your mind set.
Not surprisingly you must first believe in the value of building relationships. If you don't think relationships make a difference to your professional or personal success, why make the effort (and it is an effort) to learn how to build good ones? Smart leaders understand the ultimate power of relationships both inside and outside their organization.

What you ask ? the information you gather.
Smart leaders ask questions to identify shared interest, experiences and common ground. They show an interest in what others have to say; acknowledge their perspective and ideas. Are you making the time to really get to know your staff, co-workers, peers and customers?

What you do ? the ability to effectively interact with people.
Smart leaders are able to understand themselves and how their behavior impacts others; are approachable and create an environment of trust; have a sincere desire to assist others in the pursuit of goals; are able to 'tune in' accurately to the needs of others and then treat them accordingly; build networks and find common ground to minimize conflict and maximize rapport.

Remember, profitable relationships are keys to business and professional success. Skill in building and maintaining relationships are valuable not only to sales people but to everyone from the shop floor to the top floor and everything in between.

Marcia Zidle, the 'people smarts' coach, works with business leaders to quickly solve their people management headaches so they can concentrate on their #1 job ­ to grow and increase profits. She offers free help through Leadership Briefing, a weekly e-newsletter with practical tips on leadership style, employee motivation, recruitment and retention and relationship management. Subscribe by going to http://leadershiphooks.com/ and get the bonus report "61 Leadership Time Savers and Life Savers". Marcia is the author of the What Really Works Handbooks ­ resources for managers on the front line and the Power-by-the-Hour programs ­ fast, convenient, real life, affordable courses for leadership and staff development. She is available for media interviews, conference presentations and panel discussions on the hottest issues affecting the workplace today. Contact Marcia at 800-971-7619.

In The News:

Show Up and Serve  Business 2 Community
Seven Key Questions Sales Managers Should Ask Their Reps  Radio & Television Business Report
How to Weather a Perfect Sales Storm  Security Sales & Integration
King Koil Expands Senior Sales Team  Furniture World Magazine
Art Dickerson  Employee Benefit News
Leistritz Hires John Ross as Sales Manager  Pumps & Systems Magazine
Pier 1 closings involve prominent Wilmington retail spaces  Greater Wilmington Business Journal
Recession-Proof Your Sales Team  Business 2 Community
Derichebourg reports declines in sales and earnings  EUWID Recycling and Waste Management
Senior Digital Product Manager  Charlotte Agenda

Book of Lists Marketing for Pressure Washing Companies

The American Business Journals produces a Book of Lists each... Read More

How To Use A Powerful Leadership Tool To Step Up Sales Results

Good sales people can close, but few "step up" for... Read More

How To Build A Worldwide Distributor Network

When your product is market ready and has a good... Read More

All Small Businesses Need to Gather Community Intel

How well do you know your community? As business owners... Read More

Producing Premium Performance

One of the major issues that arises in managing a... Read More

Baditude!

As a group of sales trainees took a break from... Read More

T. L. S. Part I: Tier Level Selling ? A Penetration Strategy

A number of sales "Gurus" have promoted the theory that... Read More

Determining Sales Fit; the Key Growth Process for Your Business

Help your organization grow by assessing the right indicators in... Read More

Offer Package Deals To Increase Profits And Sales

An effective way to increase your profits and sales is... Read More

Train a Winning Sales Team: Rounding Third and Heading for Home

Although I never met the man, I imagine Lou Boudreau... Read More

Project/Program Management Best Practices for Success in ANY Industry!

Where is our success? Although there have been improvements, over... Read More

Outsourcing the Sales Function

Small to medium companies that want to increase sales or... Read More

Generous Donor Refused (how qualified business slipped away)

Generous Donor RefusedPicture this. You are a fund development director... Read More

Snowflakes Improve Holiday Sales

Snowflakes are beautiful!For the Winter Holiday sales season handcrafted snowflakes... Read More

The Art and Science of Managing Expectations in Selling

It is very easy to fall into a trap with... Read More

Hire A Six, To Consistently Produce Sales Success

For many years as a sales manager, I would only... Read More

Small Business Marketing: Overtaking Your Competitors

Few businesses keep tabs on competitors, yet such knowledge can... Read More

How You Can Raise Your Business Earnings By 50% With An Age-Old Magic Truth

Imagine increasing your business earnings by 30, 40, or 50%.... Read More

Never Trust a Silent Customer

Imagine you run a pizza parlour. You have all these... Read More

Change in Sales Organizations Starts with Me

Question: What do the following have in common?- I spend... Read More

Promoting Your Private Label at Industry Trade Shows

So everyone thought you were crazy when you announced 6... Read More

How to Write a Business Plan Sales Section for a Mobile Service

We all agree one of the most important parts of... Read More

Sales Marketing: 12 Sneaky Tricks To Help You Outsell Your Competition

Business can be like war sometimes.You may have to fight... Read More

How to Keep Projects From Spinning Out Of Control

Are you involved in projects that seem to go nowhere... Read More

How to Improve Your Management Procedures Usability

Are your people consistently following your procedures? Each year, organizations... Read More