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Client development · Article · Capture 2016

Relationships first business second

From The Accidental Salesman’s historic collection. The original source is preserved in the Internet Archive; the practice notes below are contemporary editorial guidance, not a reproduction of the original.

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HTTP 200 recorded in the archive index; current playback has not been confirmed. Capture dates are not publication dates.

Whiteboard sketch connecting listening, diagnosis, value, trust and commitment
Listening, diagnosis, value, trust, commitment.

Editorial practice note

A question worth asking

Which existing client has an unmet need you can explore without assuming another sale?

A small experiment

Choose one account, agree a review conversation and record the client's priorities before proposing additional work.

Treat this as a test, not a proven result. Note the context, what you changed and what happened.

Explore this stage of selling →

Related reading

5 account development steps for sales growth →5 soft selling tips for increasing sales with existing clients →Account development step 1 prioritise →
Source record

Original address: http://theaccidentalsalesman.com:80/articles/relationships-first-business-second

Capture: 20160920064637. Index recovered 13 October 2026. Some titles are derived from the historic address. Original copyright remains with its rights holders.