So often we talk about the price of something. I find myself asking it all the time after being shown something new. ‘How much did that set you back?’ or ‘How much does one of those cost?’ The truth of the matter is that often we will ask the price to see if we could afford one in our lives, or if we could throw it on the wish list.

When we buy something, getting a good price makes us feel like we have just outsmarted a system as old as mankind, ‘I’ve done something that no one else has ever done before.’

The psychology of this ‘need to come off on top’ will drive people to do some pretty stupid things. It may, for example, drive them to go to several locations, burning excessive fuel and time in an effort to save $10.00 – this to me is a love of the feeling more than the reality of “getting a good deal.”

We also hear a lot of negative publicity towards sales people and price. With the mass adoption of the internet it’s not easy to get ‘ripped off’ any more unless you really try. Researching a product takes five seconds and can be conducted whenever you want. So the point therein lies that if people are trying to achieve a smoking price, yet the margins are already excessively low from high competition and greater transparency, where else can a sales person take the ‘deal’ to provide the customer the feeling of ‘getting a good one.’

This is where value comes into play – the intangible assets such as customer service, relationships, care, training, etc… All of these other great elements that can make someone walk away feeling like they ‘got a good deal.’

From a customer’s point of view (and we are all customers), constantly trying to screw someone down will lead to nothing but consistently poor service. The fact of the matter is that it is impossible to provide cost price product and still be able to hire someone to provide the service. If I ask my friend to build me a computer at cost, can I really expect him to prioritize me over a client who is paying his wage? If this is the case between friends, how do you think strangers would act? I could be pushed to the end of the priority list forever. As a result I am getting a great ‘deal’ pricewise, however I am not being prioritized, no one is contacting me and I can’t for the life of me understand why???????

So put yourself in the other persons’ shoes. Consider margins when you are a customer, and consider value when you are a sales person. All we both want to do is leave the transaction feeling good about it, and feeling as though we have accomplished what we set out to do.

Are you a glass half full person, or maybe half empty… Do you realize that all of your actions are constantly impacting other people? Do you yearn for happiness in life or just enough money to buy things that will make you happy?

I believe that positivity is the single most productive trait in the world. Positive people get promotions, Positive people top the sales figures, positive people get the girl, positive people start their own businesses. Positive people impact other people positively and create a better environment… So what are the negatives? Well that’s easy… there are none.

Positivity breeds positivity, just like negativity breeds negativity. To bring this into a work related context, people always talk about ‘culture’ at work. Culture is a broad topic and can cover many elements that I won’t go into now, but one of the most common references re: culture is ‘staff happiness’ and ‘morale’. These characteristics can be very heavily impacted by positive people. Company’s often speak about having the perfect culture – ‘we could have the Google culture…’ The truth is that culture starts with you. If you are a positive, energetic person, you will positively impact people who then may positively impact other people and so on so forth down the line – this is culture in action – people impacting other people. It’s not necessarily top down, its everyone impacting everyone.

If you are not content with the culture in your organization, here is your challenge for the week:
Start changing it!

• Say ‘hello’ to a few more people of a morning.
• Intentionally try to brighten someone’s day…
• Smile at people.
• Randomly high-five people you pass in the workplace (I call this the ‘high-five’ culture).
• Tell someone they are ridiculously good looking (I call this the ‘good looking’ culture).

As the culture begins to spread, you can then watch this boomerang return home and someone you work with might brighten your day. Positivity breeds positivity.

Please share your stories in the comments section below. I’d love to hear how you went. If I work with you, I expect some comments regarding my handsome looks on Wednesday. Why don’t you begin by forwarding this to anyone you think could do with a dose of positivity?

I’ll leave you with these two quotes.

‘Our environment, the world in which we live and work, is a mirror of our attitudes and expectations.’ – Earl Nightingale

Or in the words of my generation:

‘Cheer up Emo Kid’

People are busy. I don’t know anyone who is not currently busy in their own right. With this in mind, how do you effectively manage a business relationship with a busy person? First of all, let me clarify what it means to ‘manage these relationships’. I am not talking about constantly being in contact with people through mass media such as e-news, flyers, magazines, twitter, social media etc. I’m talking about creating and managing real business relationships.

Taking into consideration the fast pace of everyone’s lives, it is not hard to stand out if you do the right things. The title of this post sums it up; little things will make your business relationships more personal and warm as well as enjoyable – what’s the point of having relationships if you’re not into it anyway??? One of the best quotes to sum this up comes from one of my hero’s, Dale Carnegie – the line from his book ‘How to win friends and influence people‘ is:

‘Become genuinely interested in people.’

You can’t fake caring. In a fast paced society, taking a genuine interest in people and caring about them will ultimately create lasting relationships.

So let’s pause for a moment in our busy lives and remember some old-school tactics that show you care.

• A simple note– Caring is knowing a client has a function on a Thursday night and sending an SMS on Thursday morning wishing them good luck. It’ll take you all of 30 seconds to send the message, and I guarantee you that it will make their day and add to their excitement.
• Memory - Remembering your client’s kid’s names and asking how they are. Remembering that your client was going on a holiday last time you spoke to them, and asking them how it was. Memory deserves its own dedicated blog entry. If you have a rubbish memory… write it down! This is what a CRM system is for – if your company doesn’t have one, start your own.
• Be interested – Ask them how their business is. Become genuinely interested in their success – this will build a relationship that spans across multiple careers.
• Thoughtful surprises – Turn up to the meeting with a bottle of water for them – if they are stressed, bring them cake… Your care will build more rapport in five minutes than five thousand e-newsletters.

These are a very small snippet of ways you can better manage business relationships. Remember that you can’t fake it, but you can prepare yourself for it. If you are asking how things are and are clearly not interested it will come through in your body language and tone. If this is you I suggest you get out and start meeting people – learn how great and rewarding social interaction can be.

In short, busyness prevents the little things, the little things are caring and caring creates relationships. If you know anyone who could gain value from this please forward it on and watch yourself and your friends start to effectively Manage Business Relationships.

As a sales person, so much comes back to ‘how much I can sell,’ however I believe that this statement is redundant and belongs somewhere back in the 1940’s. The question today should be ‘how many relationships can I maintain?’

First off let’s define relationships – there are two kinds; personal and professional. Personal relationships are your family and friends. Professional relationships are those related to your career or investments, i.e. clients, staff, managers, suppliers etc.

The truth is, a person can only manage so many relationships before they start letting people down. Whether they are personal or professional is inconsequential. Someone who is a workaholic and works very hard to manage all of their internal and external business relationships will often let their personal relationships down by constantly canceling at the last minute or not answering messages. Similarly, those who place a higher value their personal relationships, will often have difficulty growing and maintaining their professional relationships, which may hinder their professional advancement.

Technology has certainly made it simpler to communicate with your contacts; however it has also created greater transparency and higher expectations for immediate responses. There are very few excuses you can use for not returning a phone call, or if a facebook post remains unanswered. With this in mind it is important to understand that the amount of relationships that you can manage will directly correlate with your success as a business person – that’s networking.

Over the coming weeks I will be discussing ways to better manage these relationships, and the great success that they can bring.