copyright 2008 Jim Cathcart
Announcing a new e-book just released by Cathcart Institute, Inc. in the Relationship Selling Series.
This is the 8th book by Jim Cathcart in this collection.
The theme of the new book is that Customer Loyalty is something we should be seeking to GIVE rather than to get. By giving loyalty to all of our customers we can guarantee 100% loyalty FROM us and vastly increase the odds of getting loyalty in return.
Here is the cover of the new book. It can be ordered by sending an email to firstname.lastname@example.org or calling 800 222 4883.
Below is the description of the entire series. Click on the image to enlarge it.
For further information on this book or the series contact:
Jim Cathcart at email@example.com
by Jim Cathcart
author of “Relationship Selling” and “The Eight Competencies of Relationship Selling”
In 1985 my first Relationship Selling book was published in hardcover and a few years later it came out in softcover with Putnam Berkley. Upon arrival it was met with skepticism. People asked, “how can selling and relationships coexist?” Well, today we laugh at that question as being incredibly naive.
But even today there are those who think of “Relationship Selling” as merely being nice to people while hoping for a sale. That, too, is incredibly naive.
A relationship is a connection between people in which value is exchanged. To make a sale without establishing a trusting relationship is to be merely a vending source. But to build a high-trust relationship with someone and to also make a sale puts you in the position to easily get all the future purchases from that person. In other words, with a relationship, one sale can be the beginning of a lifetime of orders.
A Mass Mutual sales trainer Doug Macdonald once told me, “Jim, for the first 5 years you are in sales you will be underpaid relative to how hard you work. But if you form the right habits and develop the right relationships you will be overpaid for the rest of your career.” How true!
We need to see “Relationship Selling” as what I originally described it as being: a form of business friendship. We should become the business equivalent of a good friend to our clients. When we seek to serve them in that way we will find that every year our sales will grow without us having to increase our sales efforts. We will build on each sale to expand our network of high-value relationships.
Please let me know anytime I can be helpful in your sales efforts. Jim Cathcart
by Jim Cathcart
I’ve discovered a very innovative tool for displaying an e-book so that you can adjust the size of the page, turn pages by clicking the corner of the page and see the whole book easily. Two of my e-books have been converted to this format in the past fifteen minutes!
Here are the links so that you can see them.
Getting the Sale e-book
Introduction to Relationship Selling e-book by Jim Cathcart “>
Note: these sell for $9.95 on my website but you can view them here for free to see the value they hold. I’m very excited about this format and would love to hear your feedback on it.
I’ll also post the link to Yudu.com so that you can check it out for yourself. (Their service is free.)