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.