“If you want to build a long-term successful enterprise, you don’t close
a sale, you open a relationship.”
– Patricia Fripp
I’ve seen Patricia Fripp’s quote expressed in various ways from different sources, like, “Don’t celebrate closing a sale. Celebrate opening a relationship.”
In the intensely competitive Brave New World, this is the only way to survive… and thrive!
If prospective clients sense that you’re simply after a sale, they’ll pull a 180 and run. They need to feel that their vendor-partners are there to help them solve a problem, exploit an opportunity, or fulfill a need.
“Trust” is the biggest word in sales today. This implies being there for the long-haul… long after the deal-making is done.
Post Script: I’ve just learned that Patricia Fripp is a fellow Toastmaster and is active internationally. But it gets even better. Her brother, Robert Fripp, was the guitarist for English progressive rock group, King Crimson. I vividly remember “I Talk To The Wind” from their 1969 album, “In The Court of the Crimson King.” Couldn’t resist including it here!
Photo by www.fripp.com