HOW TO BUILD AN AUTHENTIC BUSINESS RELATIONSHIP
So much is said and written about the need to “connect with” and to build relationships with our Buyers. Urban Sales legend tells us that upon entering an office, to look at the pictures on the wall, perhaps find a university degree or something that connects you to the Buyer – hoping that their likes might be our likes.
Pure hogwash! What if there is no common thread in our lives and experiences? Maybe we should just leave!
Business doesn’t work that way. Business is based on understanding Buyer needs, which when fulfilled, lead to results.
Real business relationships are nurtured and develop over time. Real business relationships are built on our ability to perform for that Buyer, regardless of how performance is defined.
A few years back, I was riding with a Seller – let’s call him Steve – in the rental equipment business. On a rainy Tuesday, we called on a construction company, one of his better clients. Steve’s normal contact wasn’t in but we were fortunate to spend a few minutes with the president of the company. Out of the blue, the president asked if Steve had a 20,000 pound crane for rent. The answer was no. I then asked when he would need it and for how long – next Tuesday and four (4) days were the answers. Steve perked up because he knew a guy who rented this type of crane and volunteered to reach out and arrange the transaction.
Well, Steve didn’t make a penny on the transaction but was able to build a foundation of a real business relationship. He was now the “go to guy.”
Remember it’s performance that counts. Not, whether there’s a fish on the wall.
How’s that sound?
Good Selling.
SLH℠ Sales System “Morsels” are meant exclusively for non-commercial use by the recipient. No modifications of any kind may be made without the written permission of SLH℠ Sales System. Morsels edited by Jim Olson.
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