I was reading something by internet sales "guru" Michael Oliver today. He says that sales is not about creating “relationships,” and comments thus:
"Let’s be clear about this. It’s NOT about having a nice chat, creating a relationship and calling them back next week.
It IS about establishing in the first call whether they are serious about changing their present situation and whether they are prepared to do something about it. That’s all. If they are, you introduce your solution and how it can help them get what they want."
In recent years their has been a lot of buzz in business about what is called 'relationship selling'. As the name implies, you don't sell to people, you get to know them, build a rapport and eventually get around to making them a customer.
So why does this matter here at Key Thoughts?.
Because success in life, in nearly all regards, hinges on your ability to either DO something or SELL something. There is little middle ground.
Skilled tradesmen, lawyers, sailors, nurses... these people, from all walks of life, all know how to DO something. That which they know how to do is valuable and so is something for which others will pay. SO what if you don't know how to do anything?
Then you sell something. In fact, even those will "skills" must at sometime or another sell themselves and their skills. Many fortunes have been made by men and women who have no formal skills or education, but are good sales people. It is a field that takes no advanced degrees, adept hands or specialized skills. All you need to know, as Mr. Oliver suggests, is whether the products or services you sell...
a) Can help the people you meet,
b) Are needed by these people and,
c) Are something they can pay for.
If these criteria cannot be met, then so be it. You don't have to leave them in the dirt at that point, in fact no good salesman will. And you can have a relationship with them, albeit it will a customer based one later on. As Mr. Oliver says, "In the meantime, you bow out graciously. You let them know that when they are ready, you’re ready. Then clear your mind and move on to talk with others who ARE prepared to do something about their situation."
In fact, creating a personal relationship for the purpose of making a sale is borderline dishonest. It is certainly ingenuine. Instead, the relationships you build with people are created as a natural consequence of how you relate to those people - thus the name. In other words, the relationship is created regardless of the outcome.
Zig Ziglar, the self-help guru, is famous for saying that "...helping people get what they want will help you get what you want." If this is true, then it takes two people to make a sale and it certainly behooves you to create relationships with them. Finding the right ones that can buy today will help you on your way to success... and pay your bills in the meantime.
But creating healthy human relationships with all of them with whom it is possible to do so, will help you on your way in the future. So if you are intent to GO, DO, and BECOME in this life (as you should be), then consider this 'relationship outlook' as you meet people and look for ways you can help both them and you.