Seth Godin writes today about dissatisfaction in our society, and how to combat it.
What does this have to do with sales and selling?
Hmmm...let's see...do you have dissatisfied customers? An upset client? A disgruntled co-worker?
Seth says the cure for dissatisfaction might just be personal relationships, which I agree with. Have you ever noticed that a close, personally working relationship with a customer tends to prevent them from being upset on a regular basis? I have.
Some time ago, I founded a sports marketing company. It was 1998, at the height of the Internet boom, and I was advised by several people that I needed to make it a "zero gravity" company: That was the hot new with-it theory at the time that said you should build new companies with as little human interaction as possible (you wouldn't want those pesky personal relationships to spoil a clean, steril online experience now would you?). I balked. I staffed my company with real people that answered the phone and personally called people back after an e-mail was received.
The result? I lasted, many others didn't. Lesson learned: Personal interaction matters.
As a sales professional, personal relationships are key in developing profitable, long lasting and satisfying business partnerships.
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