The Poetics of Sales

There are salespeople and there are Customer Success Masters.® The former is transaction-centric, the latter is relationship-centric. The former exists to win; the latter exists to avoid losing by building relationships through serving current and prospective customers with a steward leader mindset.I chose the title because Customer Success Mastery® is similar to poetry, defined as work in which extraordinary intensity is given to the expression of feelings and ideas (business development) by the use of distinctive style and rhythm (proximity effect). I call it The Poetics of Sales, but it’s about building deep, meaningful relationships, personal and commercial, that lead to sales. The deeper the relationship the more frequent and deeper the transactions (sales). Each transaction is the celebration of a commitment to the relationship. The dollars exchanged as a result of business development and market expansion concepts are certificates of appreciation. The Poetics of Sales is not a traditional sales training or method book. My prayer has been from the beginning that my words will inspire the reader to cultivate meaningful and memorable business relationships, rather than merely chasing transactions. Deep, Meaningful Relationships make the world better.