The key to getting and keeping customers. Selling should be an act of friendship and a relationship should be treated as a Asset. That's the basic idea behind this book. Selling should not be mostly about persuasion but rather about helping others at a profit. This is the original edition of Relationship Selling, later revisions include the 8 competencies required in order to practice relationship selling. When this book came out, using relationship and selling together was considered odd. People thought of selling as only a commercial interaction. This simple book helped shape the view that contacts should become meaningful ongoing connections and that customers for life were more profitable than high margin sales profits on single transactions. This book and its offspring have now been translated into multiple languages and used as textbooks in business schools and colleges worldwide.  Jim Cathcart CSP CPAE is arguably the most award winning professional speaker in the world. He's been inducted into the Sales & Marketing Hall of Fame, Professional Speakers Hall of Fame, written 18 books, been president of the National Speakers Association, received the Golden Gavel Award and much more. As a psychological researcher and business strategist he has been the leading voice behind the concept of Relationship Selling. His own frustrations with early sales experiences led him to create this approach to sales that puts the emphasis on connecting with people as a solution source to them. It has now been embraced throughout the world.  The key to getting and keeping customers. Build your business Make customers trust you