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Here's the rock, paper, scissors game of selling:
Relationship is more powerful than price.
Relationship is more powerful than delivery.
Relationship is more powerful than quality.
Relationship is more powerful than service.
The quality of your relationships will determine the outcome of events when there is a problem or issue with price, delivery, quality or service. I'm not saying that if you have a great relationship you can ignore important issues and skate by. I am saying that a great relationship will act as a buffer, and allow all problems and issues to be resolved harmoniously.
And just to put the power of the relationship issue to rest; it is also the single …