Are you overcompensating by going heavy on relationship building in your sales process? Building deep trust with your prospects in your sales process does not require you to build a relationship with them.
That’s a BOMB in the entire traditional selling industry.
If you have a very clear process on how to create trust in your sales process, based on their deep issues, then you don’t have to spend your energy getting them to like you and become their friend first.
Real relationships happen AFTER the sale, not before.
In this month’s Stump The Guru show, I spoke about why you need to stop building relationships in your sales conversations.
