A salesperson should deliver results first, then build the relationship after. The speaker challenges relationship sellers to reconsider whether friendship comes before or after they actually help the customer win.
Speaking to a good friend of mine and he's telling me that he struggles because he's a relationship salesperson. He wants to have a good relationship with his customers. And while I commend that, you know, frankly, I would put myself in that same boat. I asked him a question, and for all you relationship salespeople out there, you may want to ponder this yourself. Will you be able to establish a great relationship with your customer before or after you help them achieve their results?
