Page 18 - engage workbook

Social relationships

Characteristics

• You like the buyer and share some common interests.

• Conversation is primarily social and quite superficial.
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• You tend to meet in fairly public settings - not suited to in-depth business discussions.

• You tend to initiate each contact.

Learn
Explain
Advantages Disadvantages

• Fun for you and for the buyer. • Little or no business buy-in.

• Easy, maybe even an escape from the • Easy for someone to take your place by
business element of your work. simply being more sociable.

• You may also be providing the buyer • Imposes on personal time, in addition to
with something they cannot get work time.
elsewhere, such as tickets to a popular
event, and they may be grateful for • The buyer may be inundated with social
that. offers and attach little value to the
“entertainment” offered.

• Where work is given there is an
expectation of discounts.

• You may be tempted to “cut corners”,
creating risks for your organization.

• Because you “like” the person, you may
assign too much weight and importance to
the things they say (see section 6 – Bias)

13 engage-universe.com