Why Don’t Companies Focus More on Relationships?
One question I ask both salespeople and sales managers is “What is the most important tool that great salespeople have in their toolbox?”
The answer is always “Relationships.”
So why aren’t companies and management focusing on relationships and declaring the importance of them? Why are they wasting so much money, effort and time on methodologies and processes? Is it because methodologies and processes are measurable and “tangible” and relationships are not? The budget holders therefore can’t justify the spend? Most probably.
Does it make sense? Think about it.
(Egyii believes in the importance of sales processes and methodologies as a foundation. But you can’t depend on them alone-with today’s smart buyers, they see right through it. They also see right through a phony salesperson and the questioning techniques. Think about it.)
For more on relationships, see Relationship Management.
Trip Allen, Team Egyii, Singapore
October 19th, 2009 at 10:08 am
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