Have you established a purpose for selling?  Was this done before you began selling, pitching and presenting to buyers?  

What fundamentally drives you and your sales team to sell?

To have a successful relationship, what do you really need from a buyer?  Is it their trust, confidence, honest communication, or something else?

Where is your firm's value?  How is it delivered to the marketplace?

How do you evolve your business relationships with your buyers so that they continue to buy from you?

Answer these questions and you are well on your way to developing a core sales philosophy that motivates you and your sales team to believe in what they sell.

We use this section of the Sales Playbook to define a company-wide sales philosophy.