The New Power Base Selling: Master The Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition

Assessing Relationship Type

You will need to determine how you are doing as you build these relationships. You must also monitor your competition in terms of the relationships that they are building. To help you do so, you can apply the following guide to yourself and your competition. It is intended to provide directionally correct insight into the type of relationships that you and others form.

Let’s take a look at characteristics of each that will emerge if you invest in building these relationships:

1. Allies

• Will provide you with more insight into the account and sales situation.
• If you really care about these people and they are in turn compassionate people, will begin to care about you. But what if they are not? In that case, they would likely not become Allies but might still become Supporters.
• Will be open (to a degree) to discussing their Personal Motivators.
• Will provide you with direction that will help you uncover other sales opportunities within the account and will introduce you to helpful customer individuals.
• Will actively support both your solution and your company.

2. Supporters

• Will often be somewhat open to discussing their Personal Motivators.
• Will often be more supportive of your solution than your company.

3. Non-Supporters

• This relationship category is quite straightforward, except when you have an Opponent who is masquerading as a Non-Supporter. This individual will seem to be neutral but is secretly doing everything possible to derail your ...