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?’
1 comment:
Good stuff, Double-D, as always.
An opportunity to make a presentation is what you get after you have the relationship.
Relationships can start anywhere in any way (on the metro, in an elevator, at a great networking event - ahem). Find a commonality, or difference, have a need, fill a need, be unique, ask questions, share something personal yet appropriate.
Great blog, Dick.
You keep us coming back for more!!!
Jennifer Schaus
Jennifer Schaus & Associates
Washington, DC
http://www.JenniferSchaus.com
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