relationship intelligence

Right Topic, Right Moment, Right Person

Right Topic, Right Moment, Right Person

It's been two decades since I read the following statement from a Swiss salesman : "I do not sell anything to people. I just talk to them until they want to buy".

At that time, he had already understood that selling is not about closing techniques and objection handling but about holding "value-adding-conversations" with potential clients. The major change since then is that salesman now have to engage these conversations with buyers that are extremely busy. They rather talk as little as possible and act as much as possible.

 

When is a conversation value adding ?