So, what's all this we hear about relationship selling? Are its promoters simply urging us to think and to act as this gentleman did? Is this an efficient or desirable way of going about our business? Can our customers truly be our friends?
I doubt it. Moreover, I think we delude ourselves and waste our time if we buy into this concept. Here's the logic:
(1) Friendship is a voluntary association between people. You can stop being friends as fast as you can say Stefan Medina Colombia Jersey , ?Can you lend me a hundred bucks?? Seriously, when you have a customer or a client, you must live with each other, so to speak, until your contractual obligation is fulfilled. A business relationship is one that a court of law will enforce if one party decides to breach it. Try telling a judge that your friend is giving you the cold shoulder Sebastian Perez Colombia Jersey , and see what relief he offers you.
(2) Friendship isn't about power. Both people in a friendship have equal power to leave it or to enhance it. Buyers and sellers don't have the same bargaining power. Usually, one needs the other at least a little more, as in supply and demand.
(3) The object of friendship isn't economy or profit or productivity. It's a lot of other things, intangibles, such as harmony Santiago Arias Colombia Jersey , trust, identification with each other, laughter, tears and a shared history.
(4) The ?whole? of a friendship is much greater than the sum of its parts. With a friend, you can occasionally say the wrong thing Roger Martinez Colombia Jersey , be stupid, yell and emote. Try that with the person who's calling about his cable subscription or phone bill.
(5) If you lose your job, you're sick, or you suffer a personal loss, who is it that cheers you up Robinson Zapata Colombia Jersey , or comes over and cooks a meal for you?
There is a highway sign in Texas that always makes me smile. It says, ?Drive Friendly.?
Now that's something you can do in the presence of strangers and customers?you can be friendly, and it's a great idea.
Posted On : Jun-11-2011 | seen (351) times | Article Word Count : 661 |
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