Home » Sales Articles » Toss the Technology—Relationships Still Rule

Toss the Technology—Relationships Still Rule

Share this...
Share on LinkedInTweet about this on TwitterShare on Google+Share on FacebookPin on PinterestEmail this to someone

Technology has its place, but nothing beats the person-to-person referral sale.

The Internet and other technology breakthroughs have fundamentally changed the way we do business. New technology is created at warp speed, and customers expect immediate decisions. This cycle of ever-increasing speed and sophistication not only creates an intensely competitive marketplace, but places further demands on our companies to act and react quickly. (Think about it: How often do you check, recheck, check again, and respond to email on your smart phone? Too often—yes, me, too.)

Ironically, whether a business is ultrahigh tech or low tech, the most important business decisions a customer makes are still based on personal relationships. There is significant research about why customers make buying decisions. Bottom line: it’s because they like and trust the salesperson and his organization. (Relationships matter, and trust is the foundation—don’t undermine yours. Read, “Trust: Get It Right the First Time”.)

First Impressions Matter

There’s a saying among salespeople that customers buy with emotion and justify with fact. If our customers don’t like us or don’t feel comfortable with us, they won’t buy from us. You can wow your clients with technology know-how now and try to win them over later, once they find out you’re honest and reliable. But the reality is, you need people to start liking you within the first few seconds of your relationship. That’s really all you have to get off on the right foot. And fancy gizmos won’t make that happen. But a trusted referral and a personal connection will. (Referrals matter. Watch the video, “Here’s Why Salespeople Should Never Cold Call”.)

Relationships Matter

Think about it—would you prefer to do business with:

  • Someone you’ve met only via a cold call, or
  • Someone you’ve met through a friend or colleague with whom you have an established, respected relationship?

It’s a no-brainer. Relationships power our lives, both personal and business.

Real-Life Results Matter

The most energizing and exciting part of sales work is the relationships with our customers—the interaction. Salespeople like learning about a customer’s situation and matching their solutions to the needs of their customer. (Read, “How to Seal the Deal with Real-Life Results”.) In an era dominated by ever-expanding technology, the creative, strategic part of our business is back. Yes, it requires brainpower. But isn’t that what we love about what we do? Indeed.

You Make Sales Matter

You (and the amazing, on-target referrals you request and receive) make the difference in your sales success. (Here’s a No More Cold Calling Top Tip, “How to Ask for a Referral”.)

What Matters to You? Comment Here.

What’s your greatest sales or business-development challenge? Comment here, and I’ll personally respond to each post. Join me in changing the sales world. Join the conversation.

Share this...
Share on LinkedInTweet about this on TwitterShare on Google+Share on FacebookPin on PinterestEmail this to someone

5 Responses to Toss the Technology—Relationships Still Rule

  1. I own a web design and development company in Seattle Washington. I target small companies ($10-$15 million) in annual sales that employ a marketing manager. I prefer working with companies focused on supporting positive change either in alternative health, sustainability or other green related fronts. A good example of our work is a website and animation we recently completed for the City of Seattle: http://www.seattlecan.org.

    My challenge is connecting with the owners or senior management of those small organizations. I routinely call my existing client base, sponsor open houses every 3 months and attend networking events.

    Questions:

    How often would you suggest asking for leads? I call my clients on average every 6 months. Would you ask more frequently than that? How do you handle call fatigue? In other words, if you call too often, they stop returning your calls because they know why you are calling.

    Thanks!

  2. While i jogging method in addition to my buddy I came to be lure with this top end manufacturer. Similar to the omega, Cartier as well as any various other luxurious brand name in the world. Along with my buddy tells me that it isn’t merely our hope and also lots more individuals across the world. Added customers have a very dream 1 day they’ll particular person this particular high-class An individual. Not simply really maker them selves and the standing in which designs.

    But you that it’s a night desire if you ask me plus more typical customers. Consequently, the very first time it is quite strenuous will individual this unique top quality until finally my wife and i contain the Duplicate Cartier Designer watches. Your entire day When i investigate the world wide web, There really is a web acquiring, we uncover this specific discover can be so layout and classy. And also the unbelievable would it be provides a number of sequence, you may select the hue you want in addition to any Duplication Cartier Designer watches their very own special style and design. The fashion fashion in addition to the fresh fashion can make you amazing from it. Probably the most crucial is niagra merely inside the low priced tagging. Therefore, maybe it’s without doubt will pick the notion. Just before When i obtain this particular Look-alike Cartier Designer watches, I never ever before get one point on the internet; simply because My spouse and i estimate that online getting seriously isn’t protected. Look-alike Cartier Timepieces, We stage I became drastically wrong. Your on the web acquiring is basically ease and comfort for the bait and we’re able to determine the pleasant a single.

    Identical Cartier Wrist watches make our fantasy be realized merely by it really is kind trend as well as high end. These kinds of Look-alike Cartier Wrist watches is really well-designed as well as mess with, you can view reality style inside and you should take pleasure in the nice good quality. Once the view seriously isn’t only use with regard to discovering time, the Look-alike Cartier Designer watches using the team of favor style and design, that will supply you with the clean style you may want about this style entire world. Plus the function in the to line of Identical Cartier Wrist watches, many people can easily see your overall performance onto it. The specific Replicate Cartier Watches will go regarding a lot of quite a while; you can actually view the document in addition to the looking at that. In a number of watch creating company, the actual Copy Cartier Designer watches is becoming your current central about it. and it is increased acceptance is in fact analyze their utmost to fulfill people need, along with accomplish their own high-class dream.

    I reckon that I became fortunate to own this opportunity to personal this kind of high-class Look-alike Cartier Watches in this economical. But it really may be honest for all those; many people may well personal your thing in addition to top quality Replicate Cartier Wrist watches, much like many of us individual this type of luxurious.

    cheap designer watches|

  3. Pingback: anti kasma oc

  4. Pingback: seks izle

  5. Pingback: seks izle

Leave a Reply

Scroll Up