This article offers an interesting point of view, based on research, that I think individual salespeople should take a look at to see what holds/doesn’t hold true for them. Personally, I’m in the Challenger category but that’s not a newsflash. But, I don’t think for a New York second that much of anything happens in sales without relationships. Perhaps my view of relationship is different. In my world it’s one where we are equals;, where I understand and honor your value and you come to understand and honor mine; where we speak the truth to each other, in hopefully a kind and constructive way; and where we want to help and support each other, because that’s what happens, or should happen, in real relationships.
Transform has built our business on relationships and we’ve seen the effect and impact of relationships in sales play out every which way it could. There are salespeople who would rather have a relationship over closing the deal and there are other’s who couldn’t care less about the relationship, they only want the deal. I want to find the place in the middle. You know, the place where real relationships live. Yes, perhaps this article is a good one to contemplate. Be honest with yourself and please let us know what you think.
by Matthew Dixon and Brett Adamson
Mary Anne and Theresa
