Chapter 3 Understanding and changing your relationships
In order to change a relationship, you first need to understand what relationship you have.
Seller–buyer relationships may be classified as ad-hoc, technical, social or partner.
There are advantages and disadvantages associated with each type of relationship. I Owe U salespeople aim for ‘partner’ relationships.
Many salespeople overestimate the strength of their relationships with their buyers.
Moving a relationship is often a matter of adopting a helping mindset and the right strategies – stopping to think before each interaction with the buyer and planning a consistent approach over time.
Sometimes it is easier to introduce a new person in order to change a relationship than it is to break ...
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