Mar 13, 2018
Personal Relationships - Do they help in Sales?
Is this the first time Mike & Mike are going to have conflicting viewpoints on the podcast?
This week on the podcast, Mike & Mike tackle the question of personal relationships in sales. You may be surprised to see who takes which perspective.
We hope you enjoy the discussion, and look forward to your feedback on Twitter, LinkedIn, and Facebook.
Questions Addressed
- What is the place of personal relationships in sales?
- What’s the difference between surface level engagements, and true friendships?
- Have you ever purchased a product even when you do not like the sales rep?
Key Takeaways
- The impact a personal relationship has on an opportunity is different based on the complexity and scope of the problem you are solving.
- SDR - their job is to get people in the door, the AE - then tasked the discussion deeper into the sales process.
- The perspective we are seeing - many folks are too focused on “making friends” as a quick way to sell.
- We are not looking for friends, we are looking to solve problems.
- If you are not able to build rapport, build a relationship based on a foundation of trust, you are going to have blind spots.
- Be an extension of the customer’s team - where appropriate.
- In a scenario where the problem is similar, and your product provides the solution, the trust can help accelerate the path to success.
- In a more transactional relationship, this may not work.
- Even if those within your network may no longer be the buyer, you can still leverage the relationship. Ask for help.
- A relationship does not entitle you to do business with someone. Sadly, many folks think that it does.
- Get back to the fundamentals - what works in sales, how you can hone your skills.
- Sometimes companies may want to buy the product - they may not want to buy from you.
Call to Action
- How do you leverage relationships in sales or your current role?
We are actively increasing our engagement on Twitter, LinkedIn, and Facebook, and look forward to hearing from you. Please share your questions, comments, and recommendations with us via twitter at @catalystsale or @simmons_m
Show Links
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In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal. There is a Catalyst. We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.