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.
- What is the place of personal relationships in sales?
- What’s the difference between surface level engagements, and
- Have you ever purchased a product even when you do not like the
- The impact a personal relationship has on an opportunity is
different based on the complexity and scope of the problem you are
- 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
- If you are not able to build rapport, build a relationship
based on a foundation of trust, you are going to have blind
- Be an extension of the customer’s team - where
- In a scenario where the problem is similar, and your product
provides the solution, the trust can help accelerate the path to
- 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
- 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
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