Page 22 - engage workbook

Knowing where you are with a relationship

The key to understanding where you are with a relationship, is not by thinking about how
you feel about it, but how the buyer feels about it. You can get a sense of how the buyer
views the relationship by reflecting on what happens on the occasions when you meet
face-to-face.

Think of a recent conversation and consider each of the questions below:

Name of buyer:

Who requested the
conversation?

Why did that
person request the
conversation?

Think of five points of
discussion that you
initiated.

Think of five points that
the buyer initiated.

What was said to
wrap-up the
conversation?
- by both of you?

What relationship do you think this conversation is indicative of?

Ad-hoc Technical Social Partner

You can complete the online meeting questionnaire accessed via the "Toolbox" tile at
engage-universe.com and compare the results with your estimate above. You will also
receive tailored tips on how to improve your relationship.
toolbox

17 engage-universe.com