A strong sales relationship is not a personal one
Posted: Wed Jan 29, 2025 6:54 am
To be clear, I separate sales and marketing (networking) activities because when you are truly trying to build a relationship, some of your personal needs and agendas become tied up with sales. That’s not good.
Look at this from another angle. Let's say you sell insurance. Have you ever had lunch or met socially with your insurance agent before selling you insurance? How about the person who sold you a house, a copy machine, or a car?
So what’s my point ultimately? Rather than assuming your prospect wants a relationship, ask them.
Get to know their expectations of the type of relationship iran telegram data they have with a salesperson by asking questions such as, “What do you expect from someone who wants to buy your product?” and “If you were in my position, what would I want to know about you that would help you get my business?”
Being cordial is different from being a friend, but just as important
You can be nice, friendly, and welcoming without being a “friend”
These questions will help you craft the perfect presentation or relationship every time.
We all have acquaintances, and we all have friends. The difference lies in our expectations of the people in our lives. An acquaintance is someone you know will be friendly and cordial when you see them. They may also be able to meet your needs when you need them. But they may not be someone you want to rely on when things get personal.
The same thing is true when we're talking about a strong sales relationship. When you have a sales relationship with someone, they can count on you to get them the best deal and have your best financial interests at heart, or at least that's the goal. Will they help you move, watch the kids, or be there for you when your car gets a flat tire? No, but that's not what either of you want.
Look at this from another angle. Let's say you sell insurance. Have you ever had lunch or met socially with your insurance agent before selling you insurance? How about the person who sold you a house, a copy machine, or a car?
So what’s my point ultimately? Rather than assuming your prospect wants a relationship, ask them.
Get to know their expectations of the type of relationship iran telegram data they have with a salesperson by asking questions such as, “What do you expect from someone who wants to buy your product?” and “If you were in my position, what would I want to know about you that would help you get my business?”
Being cordial is different from being a friend, but just as important
You can be nice, friendly, and welcoming without being a “friend”
These questions will help you craft the perfect presentation or relationship every time.
We all have acquaintances, and we all have friends. The difference lies in our expectations of the people in our lives. An acquaintance is someone you know will be friendly and cordial when you see them. They may also be able to meet your needs when you need them. But they may not be someone you want to rely on when things get personal.
The same thing is true when we're talking about a strong sales relationship. When you have a sales relationship with someone, they can count on you to get them the best deal and have your best financial interests at heart, or at least that's the goal. Will they help you move, watch the kids, or be there for you when your car gets a flat tire? No, but that's not what either of you want.