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 ?

Even a million Linkedin contacts is not enough!

Even a million Linkedin contacts is not enough!

Have a look on LinkedIn or trawl through your company’s CRM and you’ll see there are a lot of people who feature on your contact list . There are people with over 30 000 LinkedIn contacts and last time I looked, there were 430 million people using Linkedin.  However, does knowing a lot of people automatically mean you have a large network?  How can you best sort out who you could consider a real contact and who not? Who do you know and who knows who you are ?

5 signs you have a useful contact

Ask yourself these simple questions to identify which contacts really matter. Mark your answers to get a realistic overview of your contact list.

The four questions you need to answer through Relationship Intelligence

The four questions you need to answer through Relationship Intelligence

I ask myself the question: Why should I invest time and energy into the subject of Relationship Management when Matthew Dixon and Brent Adamson in their book “Challenger Sale”, make a convincing case that Relationship Builders are not top performers ? Particularly in complex sales, my primary focus of interest. The answer is : because I have read the book and this is what I took from it :

Master your relationships, master your management

Master your relationships, master your management

The role of networks in making decisions

People are linked together in networks.  Networks are held together by relationships, sometimes the links are strong and other times the links are weak, non-existent or detrimental.  Relationships act as pipelines for information, fact, opinion, beliefs, and judgements.  The quality of any information passed along is less important than the fact the information gets passed along in the first place and believed.  Our networks are instrumental in the decisions that we make both on a personal level and on a professional level.  And because networks play such an important role in decision making, so do our relationships.  Understanding what relationships are and how they work will help us to better understand decisions that have been made or are going to be made.