Ok, we can all agree on that one.
However, we might not all agree on the why, when, and how regarding building a relationship.
Here are some of my thoughts.
Why. If our purpose for creating a relationship is to get the prospect to buy from us, then we end up with a synthetic relationship. Too many prospects will see it as fake, which limits trust.
When. Same problem if we push for a relationship too early, while we are still strangers. Start with business, and let the relationship unfold over time. Don’t be in a rush.
How. Let the relationship be built on listening and acceptance, not talking and pushing.
We would all love to hear your thoughts and experiences regarding relationships and selling. Please put your thoughts in comments on this blog post.
High Probability Selling Blog 
Right on, Carl. Right on.
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Carl, I appreciate your thoughts on building relationships in sales. Relationships should be built on trust and mutual respect, not on manipulation or coercion. It is important to be genuine and authentic in your interactions with potential customers, and to let the relationship develop organically over time.
Here are some of my thoughts on how to build relationships in sales:
Be a good listener. One of the best ways to build trust and rapport with someone is to show that you are genuinely interested in what they have to say. Listen attentively to their concerns and questions, and ask follow-up questions to show that you are engaged.
Be helpful and supportive. When you are able to provide valuable assistance to someone, it will help them to see you as a trusted advisor. Offer your help without expecting anything in return, and be willing to go the extra mile to help them succeed.
Be honest and transparent. People appreciate honesty and transparency, even if it is not always what they want to hear. Be honest about your product or service, and be transparent about your company’s policies and procedures.
Be yourself. The most important thing in building a relationship is to be yourself. Don’t try to be someone you’re not, as people will be able to tell that you’re not being genuine. Just be yourself, and let people get to know the real you.
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Thank you very much, Julius, and especially for the “be yourself” concept.
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Another aspect of the “relationship first strategy” that I found challenging was the idea of pursuing a relationship for the (eventual) purpose of selling, was it became very awkward when and how to transition into the selling process, whatever that might be. The proponents of the strategy always rave about the time it was successful and how wonderful the outcome. They somehow fail to recall the times the strategy crashed relationships as soon as their real agenda became apparent. There’s a reason why the word business is first in the term “business relationship”.
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I learned years ago – it’s probably best to let a relationship happen it its own time and speed- as a natural outcome of what sometimes happens when people feel like sharing personal things about themselves – for whatever their personal needs and reasons are – at the same time – I don’t think detachment is what people are after when they’re sharing themselves – instead I suspect it’s more likely empathy, affirmation and acceptance
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