Friends First Sales Second

January 27, 2010

   There is no way around it. Unless your customer likes you, they will never buy from you. Spend your time finding out about something they are interested in, or something you have in common.


One comment

  1. I think this is an important topic. I have a slightly different take on this topic. I’ve found in my 35 years of coaching and mentoring some 3,000 sales people making friends can really get in peoples way of making sales.

    prospects don’t have to like you but they do need to respect you. Sometimes a prospect may like you, and not really respect you because you’re too nice.

    Many times sales people are too worried about being liked and this need to be liked can stop them from taking control of the process.

    I do agree that Rapport needs to be established or you won’t have a sale. Rapport should never be taken for granted.

    I can’t begin to tell you how many times my associates have commented after a joint sales call that they ” Never realized just how important it is”… Thanks for your post keep cranking out the good stuff- Good selling.

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