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Wednesday, June 1, 2011

Starting Relationship

Most good sales don’t start with a presentation. They start with relationship.

That could be, “Joe sent me,” or something more, better.

In her video for Creative Mornings, The Top 10 Things I wish I Knew When I Graduated College, Debbie Millman, mentions the relationship creation power of the phrase, “I don’t know.” The other person gets a chance to explain, to show off, to do a good turn, to exercise their competence.

The downside is not knowing is situational. Something had to happen previously. But when you give someone a teaching opportunity you are usually starting relationship.

Many of our tribe are concentrating on responding to requests, answering the mail. Good to get all of that, but hardly a full-time occupation.

My favorite way to start relationship is to introduce a new concept, a new opportunity, new entertainment. Second favorite is to participate while someone else introduces a new concept, a new opportunity, new entertainment.

What are your favorites?

Come to the Capital Technology Management Hub, June 14th, for Sales Lab Rainmaker #6: ‘Networking - Are You Being Served?’ 
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