The world is full of salespeople who claim, quite proudly, to have great relationships with their customers. Unfortunately, the phrase “great relationships” is often a veil salespeople use to hide weaknesses in their selling skills.
For example, if experienced salespeople believe they have developed great relationships with customers, they spend their time visiting these customers, and focusing on maintaining friendships. In turn, these salespeople might fail to present new products or services aggressively because it might jeopardize interaction with a client. In addition, they never close a sale because they might not be able to handle rejection from a client with whom they have established a rapport. It’s too risky. The connection becomes the end, instead of a means to an end.
- People:
- Dave Kahle