Business Relationships

Personal relationships can be useful in sales but in a world of increasingly fragmented purchase decision making, make sure you have a relationship with the customers organisation as a whole not just an individual.

One of the first things you learn in sales is the old adage that; “people buy off people.”  That being the case, good inter-personal relationships must be highly prized?  While this is true, there is a danger, when sales people equate the business relationship to the personal relationship they enjoy with their key contact.

To find out more about business relationships download our latest white paper below.