A short conversational excerpt from a March 11, 2024 YouTube video by Jim Johnson about building long-lasting business relationships. Speakers contrast solution-selling (understanding and qualifying client needs) with older hard-sales approaches and discuss candidly telling prospects when a fit is poor as part of relationship-building.
Was that they were needing in their business and trying to solve problems. And I kind of allude to that being a solution selling methodology instead of the kind of the old school hard sales methodology where we build long lasting relationships.
Sure, I learned a long time ago. Well, not a long time ago, but a few years ago. This is a very helpful piece of information. Leaders are determined by the information that they receive rather than the information that they disseminate or give other people. So if I know about you, I can sometimes make the call, hey, man, I don't know if we're a good fit for you. I don't think we are because it doesn't sound like you actually need us. And man, sometimes people, they'll get that. They'll go, wait, no, I don't think that's true. I actually do need your. Not that it's a mind game, but like sometimes they're like, wait, no, no, no, no, wait, what do you mean I'm not a good fit for you? I am a good fit for you. I should have Hail Trace.
