Relationship Building: Cultivating Connections & Spotting Opportunities
Whether you are developing new business leads or looking to increase your breadth and depth of services with existing clients, relationships are the key. Great relationships can move you from being merely a provider of a commodity or service, to becoming a preferred supplier, and then a trusted advisor and business partner.
This stage is where you are looking to create rapport, find common ground, establish credibility and make the emotional connections that mean that the person wants to find out more about you and your organisation. Remember that relationships evolve continuously over time, and all the time, including as you move into and through the selling stage.