I've been in sales for over 30 years. And for all of that time, the advice I gave lived in conversations with my teams and with people I mentored, in the midst of deals that were going sideways or ones that were going really well.

Over the length of my career, a few of those people told me I should write it down.

And so I did.

Take a look, it could really help you level up your sales career.
Relationship Intelligence Live on Amazon Now

I spent some time looking at what was already out there. Scripts and closing tactics, frameworks for getting past objections faster. There's a lot of it.

But I also noticed what wasn't there.

Nobody was really talking about the relationship. About what it actually feels like to sit across from someone, or be on the phone with them, and just let the conversation go where it needs to go. Some of my best sales calls ran way over time because the client just wanted to talk. And I let them. That's just how people work.

I've had a client stop me mid-call once. Told me he didn't need to hear the rest. Whatever I recommended, he was going to say yes because in all the years we'd worked together, he'd never regretted it. That doesn't happen because you have a great script. It happens because the person across from you stops seeing you as a salesperson and starts seeing you as someone who actually gets them and solves problems.

That's what most sales training misses. And that's what this book is about.

 I started putting it together back in 2018. Dug into it during COVID when there was plenty of spare time to think. And then spent the last few years tightening it up until it said exactly what I wanted it to say.

It's called Relationship Intelligence: Sales Through Human Connection. And it's available on Amazon right now.

If you're new to sales and still figuring out your approach, this is a good place to start.

If you've been selling for years but something still feels off, this might be what's missing.

If you're not even in sales and just want to get better at talking to people, it works for that, too.

If you're still not sure that it's for you, Amazon lets you preview the book before you buy. Take a look and see if it resonates.

Thanks for being here. More good stuff coming in May.

Better Relationships. Better Conversations. Better Sales.