Having Trouble With Your Relationships?

Good morning! Peleton done. Banana blueberry protein shake in hand (with a little almond butter thrown in today to mix up the routine a little.) I frequently write and talk about being curious and interested in other people as a pre-cursor to establishing a relationship. So, it would probably surprise you how often I hear from people who are having a hard time understanding the value of relationships in sales. Have we become so literal that we are unable to think abstractly about what a relationship means? I say abstractly because a relationship in sales is unusual in that its motivation is not about making a friend. Which is what throws people off. They can only think about a relationship as a friendship. It’s not. It’s about a connection. A relationship simply defines the way two things, or people, are connected. That’s it. If you have a prospect, you are connected. It doesn’t mean that you’re friends. It doesn’t mean that you’re dating. It just means that you’re connected. You have a relationship with that person. Once you’re connected, then you can start to define the relationship. Good relationship. Productive relationship. Business relationship. If there is no relationship, there will be no order. The bottom line is that nothing good can happen for you in sales, or even life, if you are unable to connect with other people. I know that I’ve given you my method to connect with another person in four simple steps. Actually, you can never hear it too many times. Here's my BALD™ method to build relationships.

• Be Human ---> Be curious. Be present. Be curious.
• Ask Great Questions ---> Always lead with questions about them.
• Listen Slowly ---> Don’t pre-judge an answer. Don’t think of what you’re going to say next. Just listen.
• Deliver Value ---> How can you be of service to help them?

You got this! - Andy Paul