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Relationship-Building and Trust in Sales


Original post from Joanne Black

What Is Sales Without Relationships?
When did it become the norm to answer the phone during dinner or to check email while having a conversation? We’re so wired for 24/7 connectivity that we have developed FOMO—fear of missing out.

The unfortunate result: While we stay up-to-date on what’s happening online, we’re not paying attention to the people right in front of us.

Unless you’re a doctor on call or you’re waiting for an emergency call from your family, you don’t need to be glued to your phone at all times. There’s nothing so important that it excuses neglecting your relationships, especially for those of us who work in sales.

What is sales without sales reps making time to build, nurture, and expand their relationships? After all, without relationships, salespeople will never earn the right to get referrals.
In this age of technology, it seems like having real, meaningful conversations are slowly going out of style.  It’s become much easier to send an instant message, an email, a text, instead of taking the extra effort to pick up a phone or meet with someone in person.  These days, a face-to-face conversation comes about as frequently, or rather infrequently, as Christmas.

The same patterns can be seen in sales, where one would expect meaningful conversations to thrive.  No longer is a call about making a connection.  Instead, it’s all about the end goal of the salesperson.  Making the sale has become top priority, but many salespeople have forgotten what lies at the core of most sales: a relationship.  Earning the trust of your prospect opens the door to many more sales opportunities, referrals, and connections.  So take the time to build a relationship with your clients.  You’ll find that a sale with trust as its foundation is much more valuable, and much more sustainable, than a sale without it.




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