摘要：Relationships. Isn’t that what makes the world go around? In business and in life people tend to gravitate toward, associate with, and buy from people they know, like and trust. I’ve never met anyone who relationships with our customers and clients? Building relationships is not all that selling is. It’s not all about relationships. There’s more to the job then just making friends, because: a deep meaning, high-trust relationship with a client who has no “business disparity”, no motive to take action, or no means to take action even if they did have a motive, equals no sale. It’s just a relationship. Good business leaders make their decisions based on what they think is best customers, their employees, their owners or shareholders, and for themselves. That’s the way it should be. Wouldn’t it be a little unrealistic to expect an honest and intelligent business manager to commit his or her company to buying something that didn’t add economic value to the company and its shareholders, just because they had a great personal relationship with a vender? A great relationship is seldom what initiates or instigates a business transaction. A relationship, rather, is what facilitates cooperation, collaboration, and commerce. It makes it possible. A good relationship can make a prospective customer much more willing to share their goals and plans with you, explore possibilities, listen to new ideas, and engage in a process of mutual discovery. A strong relationship can also cause a buyer to take action to move forward with a project, or at least take a step toward moving forward, with one vendor or partner when they clearly would not be willing to take that same step with another.
