Page 17 - engage workbook

3 “It’s all about relationships” is an often

heard phrase. We intuitively recognize that
relationships are critical in business.
video

After all, think about your own situation. Which
buyers get more of your attention - the ones you
like or the ones you don’t like? Similarly, think of Learn
Why
your colleagues and consider why you like to work
more with some than with others.

Interestingly though, few organizations and few toolbox
individuals have mechanisms for measuring the
strength and security of the relationships described as
“key”. Ask three people in your organization to describe
their relationship with a key buyer and you might get
responses like “Really good”, “OK” and “Not so good”.
The challenge here is that each of these responses is
subjective.

What is needed is a more objective framework for evaluating relationship strength.
Equipped with a framework you can then decide what steps to take to change any
relationships that you want to move.

Most consultants / salespeople over-estimate the strength of their
relationships, so it pays to periodically review your key relationships to avoid
nasty shocks.

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