Previously, the seller was trying to build relationships with a potential customer and develop relationships with them before tackling the business plan he had suggested when planning the meeting. The salesperson sat in the potential customer's office and was looking for something he had in common. They asked questions about the images on the client's desk, especially those of their children. Or, they were looking for clues about the interests of potential customers, including places such as where they went to college, their favorite hobbies, or the type of car they drive.
Now, because everyone has more work to do in less time and many businesses are running lean, most potential customers are not ready to suffer from relationship building first. Instead, they are more interested in a conversation and a professional agenda.
Value creation first
If you can not create commercial, economic or strategic value during a sales call, it is unlikely that you have the opportunity to develop a relationship with the potential customer. They are not going to waste time, which allows you to establish a relationship and invest in a relationship with someone who can not help it produce better results.
By putting the business agenda in the forefront, you prove yourself as a professional. When you ask your prospective client for a meeting, you suggested that they help them achieve better business results, without finding a personal reason that would allow you to build relationships and establish a relationship. The relationship your potential customer wants to develop is a business relationship. A business relationship does not preclude a relationship of friendship, but it does require value creation for the potential customer with respect to its business.
The greater the value you create in the business sense, the more likely you are to develop relationships and relationships that allow you to create a deeper preference for working with you. This is the normal course today, with the creation of commercial and economic value occurring first and then the hierarchical relationships being established only because no one wants to invest in a relationship with someone with whom does not intend to do business.
This is a generalization. All generalizations are lies, including this one. There are people in some places where it is wrong to switch to the business agenda without the formalities of relationship building and relationship building. Most of the time, for sale, you do not work in situations where there are black or white approaches. You must be comfortable working in the gray.
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