As an expert in the area of sales and sales management, I admit that I see the world through a sales lens (forgive me – occupational hazard). But so much of what makes for an excellent sales process also makes for great interpersonal relationships. After all, effective selling depends upon strong connection skills. That being the case, the one piece of advice I have offered to salespeople more than anything else over the years has its origin not in sales but in the study of interpersonal communication. The advice is given by the late Stephen Covey in his classic book The Seven Habits of Highly Effective People. Covey suggests: “Seek first to understand, then to be understood.” This principle is at the core of effective sales, and it is paramount to healthy relationships. Covey points out that, “most people don’t … Read More…Read More
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Today, homebuilders across the country trust the acclaimed acumen, insight and experience of the Shore Consulting team to impart crucial sales practices and deliver tangible sales results for their company.