3.1. Types of relationship
Many salespeople tell us, when we first meet them, that they have excellent relationships with their buyers – or at least with some of them. Often however, when we dig a little deeper, we find that the relationships are built on shallow foundations.
To build and maintain deep and successful relationships, the first step is to understand your buyer’s view: after all, the quality of a relationship is defined by the way the buyer feels about it – not you. With an improved understanding you will be better able to:
ensure that you have the right number of buyers in each category to minimise risk and maximise opportunities for short- and long-term success
plan your overall strategy for each buyer in a more effective manner ...