Episode 163 - Are Relationships Important in Sales?

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your
Enquiry-to-Sale Conversion with The Lead Flow You Already Have.


In this episode, we are going to be talking about relationships
and whether they are important in sales and business
development.  


Although it may seem like an arbitrary question, it is very
important to ask that question.   


You would think that it's like “duh! are relationships important
in a sales conversation?” And the immediate thought might be yes,
but there's a growing number of educators in the business
development space that are talking about that relationships
aren't important.  


They tell you that you can be off-hand, or even bordering on rude
in a sales conversation, and it's quite bizarre. Why do they say
that?  


Well, the reason that they do it is that they are contending in a
battle for eyeballs. People have this habit of trying to slay
sacred cows in order to get attention so, people will say that
traditionally, popular concepts are incorrect to simply get
attention.   


They might have a good message, a lot of them have good
intentions, and a lot of them have good programs so, are
relationships important in sales, or is it a misconception that
we’ve learned over the years?  


The first situation that I want to dive in to answer that
question is that when salespeople are talking to a client, there
is a tendency, especially people who are new in sales, to be
really eager to please and to subordinate their own importance in
the actual sales conversation.   


You certainly need to be assertive, but you also need to be
willing to challenge assumptions that are incorrect. For that,
you’ll need to stand your ground but you’ll also need to be
respectful when you challenge those
assumptions.   


What would you say, are relationships important in
sales?  


Even though you shouldn't ever suck up to a potential client or
try and people please, the strength of relationships has never
been more important, especially in this world where there are
certain industries that aren't going so well, and loyalty can
mean the difference between you having a good relationship and
not having a good relationship.  


So, listen to this episode because this is a very discussed topic
and I know that the scenarios that I’ll be sharing with you will
help you understand what is the real role of relationships in
sales. 


To DOUBLE your lead-to-sale CONVERSION with the leads you already
have, go to http://JohnBlakeAudio.com for his exclusive, free,
no-fluff, audio training and companion PDF guide.
Inside you’ll get word-for-word email follow-up templates, phone
scripts, and more that you can put to use today.