Everyone who is directly and even indirectly involved in the sales cycle are apart of your team. Because your reputation between all parties are apart of your success. The people who send you referrals, the people who help you conduct maintence work, and even the clients you speak with. All can freely choose to speak about you based on the image you present to them. Understanding that EVERYTHING is a sale. Your reputation is built over a long time horizon. People don't just consider the wins they take into consideration EVERYTHING. So treat your team like your best clients and it will help with your success.

I recently lost a deal because I have someone in my same company get in the middle of my referral for the close. I ended up calling them and could hear the lack of integrity in their voice. They gave away their brand for a dollar today. I followed their numbers and unsurpisingly their numbers were low. If I spent the appropriate amount of due diligence I would have seen that they are desperate. Don't trust desperate people their in a state of survival not thinking about thriving. If you give without the expectation of recieving you will make more money then losting a $ today. Understand people will have unexpected results when giving away trust. Control what you can control.

People only care about their own problems learn to be a problem solver for all types of people and you will build more relationships and have more clients then you can handle. Understand you are not ONLY an extension of your company. But someone who manages the relationship between your clients and yourself. Always keep giving to your clients.

Never try to build relationships without being able to be ready for rejection. When you're able to understand that by instinct humans are trusting. We don't give away trust quickly by nature as a defensive mechanism. So when you're trying to help someone you need to be able to step over the idea of their immediate rejection. Because some people in business will take months or a year to trust you before working with you. Then there are some who are willing to give you the house after one meeting. Be ready for No becuase when you get the immediate yes it will feel that much better.

Don't have your time be overly excessible. It allows people to feel comfortable wasting your time. If someone asks you to do something that you know is not a dollar generating activity. Be able to say 'No' being able to avoid distractions is the fastest way to get a better ROI on your time.