Page 23 - engage workbook

3 relationships

Activity

To help develop your ability to identify different relationship types, note below the type
indicated:

Why did that person call the meeting?

Social Ad-hoc Technical Partner
The consultant / salesperson calls a meeting to
discuss a new offering. ❏ ❏ ❏ ❏
The consultant / salesperson calls a meeting ❏ ❏ ❏ ❏
to “catch-up”.

The buyer calls you to ask if you have ever
been on holiday to Thailand. ❏ ❏ ❏ ❏

The consultant / salesperson calls a meeting to
tell you about some new best practice he has ❏ ❏ ❏ ❏
come across.

What did you do at the meeting?

Social Ad-hoc Technical Partner
You talked about what other companies are
doing to tackle the sort of challenges the buyer ❏ ❏ ❏ ❏
is facing.

The conversation was about the local soccer ❏ ❏ ❏ ❏
team’s decline and the bad traffic situation.

You talked mostly about your offering. ❏ ❏ ❏ ❏

You explained to the buyer about how good
your offering is and how other buyers have ❏ ❏ ❏ ❏
found it very useful.

You spent most of the time asking questions
about what challenges the buyer is facing, and ❏ ❏ ❏ ❏
listening to their stories.

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