Stop the Relationship Building Blabber and Get to the Point

By: Mark Goulston

Your Lips Are Moving

You’ve heard all this talk about building relationships. I hate to say it, but that’s not the priority. Building relationships is secondary to building business.

So what’s it about?

It’s about getting the chance to demonstrate some incredible service, professional skill, talent or capability and solving an important, critical, or urgent problem in an effective and efficient way that your client isn’t able to solve.

After you’ve demonstrated such amazing value, they “might” want to develop a “relationship” with you.

So, when people ask what you do, stop wasting time on relationship building blabber. Make it as painless as possible and cut to the chase. It’s all about getting and closing new business. Right?

Tell them a story of a problem you solved using a counter intuitive solution and the breakthrough result you achieved, so they can get a taste of how you do what you do, and what difference it makes.

Sales

ABOUT:

Mark Goulston

Mark Goulston is the Co-Founder of Heartfelt Leadership, a global community whose Vision is a World led by leaders that Dare to Care and whose Mission is Identifying, Celebrating, Developing, Empowering, Impassioning and Emboldening Heartfelt Leaders to support each other in changing the world for the better. Mark is the author of Just Listen and co-author of Real Influence: Persuade Without Pushing and Gain Without Giving In.