Building Relationships

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In sales, the need to 'close' is strong.

Our ability to close, and our success in being able to do so, defines our success as salespeople. This is natural and makes sense.

But our ability to make the sale - certainly for the long term and consistently, is governed by our ability to establish and maintain relationships. Strong relationships are built on trust, common values and a sense that we will always do right by each other. 

As a salesperson, though, this often leads to a (healthy) tension.

It means having to have patience, even - especially - when you're desperate to make the sale. 

Build the relationship. Listen. Understand. Be considerate of the other person's perspective. Understand when, legitimately, the wait is appropriate and right.

Don't rush it.

Don't risk the trust.

Don't risk the relationship. 

You don't have the make that sale today.