ABSTRACT
The relationship selling principles were discovered either from family, colleagues, thought leaders, industry, or self-reflection. in this chapter, the author classifies relationship sales principles into three groups, each named with a Sanskrit word. In addition to learning from family and colleagues, author has also had the chance to learn from thought leaders alive during lifetime. Nelson Mandela, Ronald Reagan, Margaret Thatcher, Steve Jobs, all deceased, sold change in their countries through the sheer power of their ideas and persistence, and as a result, they changed the world. The relationship selling principle which the author learnt through experience arose from training the partners of a large international law firm. They had no practice of networking internally and in their firm, as in most firms, practice experts worked in their area and had little reason or interest to dialogue with people from other departments.
