Here is my brand new article in Sales and Marketing Ideas magazine (September/October 2010).
It is titled ‘Earn Respect First, Friendship Later’.
Click the picture below to open the article in a PDF.
To visit the Sales and Marketing Ideas magazine website Click Here.
(My article is featured on page 24 and 25)
As always Jason, I enjoy your direct style, and I agree that “friendship” is an inappropriate goal. However, I think that the feelings of “respect,†“like,†and “relationship†are interconnected.
As a buyer, it is necessary for me to share all of the details you outlined (what features would improve my life) for a salesperson to present the home in a fashion that solves my problem. They can’t earn my respect as a problem solver if they don’t know my problems to solve. I am much more likely to share those details with someone I identify with or “like.†If I dislike a sales rep, I may even withhold information intentionally, because we tend to distrust those who we do not like.
I suspect that for most people, respect and relationship evolve in tandem, as opposed to sequentially
[...] earn their respect and builds their confidence. After all, you know it best. I cover the subject in an article for Sales and Marketing Ideas [...]
[...] earn their respect and builds their confidence. After all, you know it best. I cover the subject in an article for Sales and Marketing Ideas [...]