Bending the Rules

I'm not exactly a rebel or a trouble maker. Sure, I spent my fair share of time in Principal Miller's office in elementary school. I also was occasionally called out of class in middle school to visit the guidance counselor. But I rarely did anything to cause anyone harm. It was usually a case of me not following a certain process or a slight bending of the rules. Those meetings usually ended up in nice conversation with a few laughs and the advice "keep your nose clean" or "do better next time". The way I look at it is rather than being embarrassed that I had to go to the principal's office, I was building my relationship with the administration of my illustrious learning institution.

As long as I can remember this has been my goal. Whether it be with friends, clients, strangers or teachers. Always work to advance the relationship!

I understand and believe in the need to have a sequential sales process. But as Tom Peters points out in his recent post on sales goals, what often times will happen is that salespeople are so focused on getting to the next step that they miss the chance to have a great encounter during the meeting they are in at the moment.

Good salespeople know that getting to the next step is essential in the sales process. But Peters goes on to mention that what great salespeople know is that the sequential sales process is subservient to the current meeting. They know that the best way to get to the next step in the process is to create a relationship-building encounter in the present.

Have you ever developed a true friendship with a prospect before they became a client?

Comments

[Becci Hall]

I totally agree! And, when one thinks about it, it makes sense. If the mission of sales is to satify a need, how do you know what the need is until you form a relationship with your client. The client may think they know what they "need" or "want to buy," but they are coming to use as the experts. We have a responsibility to make sure they are doing the right thing. Forming relationships is tough, but a skilled sales person that listens to the ques, asks the right questions, and is genuinely commited won't have any problems.

Great post, Cory!

[Cory Garrison]

Becci,

Exactly. If you read "Let's Get Real or Let's not Play" by Mahan Khalsa, he refers to it as INTENT. What is your intent when going into the sales meeting? Is it to make a sale, any sale? Or is it to advance the relationship? I get that if we don't sell anything we usually don't get paid. But how much better is the sale if one takes the time up front to build the relationship to really get to know the client and her needs?

Thanks for taking part in the conversation!!