The myth of great relationships
How “great relationships” can harm sales
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Dave Kahle
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The salesperson doesn’t present the new product or service too strongly, because, after all, it might jeopardize the relationship. And besides, he or she knows this customer well enough to know the customer would never be interested in this new product.
The salesperson never closes or asks for a resolution of an offer, because he or she doesn’t want to hear a rejection from that great relationship. Too risky. The sales representative continues to invest selling time in the account, regardless of its potential, because to do any less would be to jeopardize the relationship.
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Dave Kahle
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