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Changing the Sales Conversation: Connect, Collaborate, and Close by Linda Richardson

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 6Linking: Connecting Emotionally

“You are client-centered. Are you also human-centered?”

Rose was competing for a large opportunity with an international bank. Up to that point her contact was Bill, a mid-level manager and gatekeeper. The current relationship was limited to two small projects. After reading a blog about accessing executive decision makers, Rose let her contact know that at the request of her senior vice president (SVP) she would be contacting the department executive to request a meeting. In her e-mail Rose referenced her contact’s helpfulness, shared a relevant insight about process adoption, and cc’d her contact. Within two weeks she and her SVP met with Bill and the executive.

The executive, an attorney by training with an ...

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