Long Sales Cycles Require Relationships

Everyone has heard the term relationship sale.  However, many of us quickly forget that relationship sales require a relationship.  The definition of a relationship is someone that knows, likes, and trusts us.  In order to gain the most difficult of these, trust, we must give relationships time.

Trust building takes time and repetition.  Flipping a business card to someone does not build trust.  In fact, done the wrong way, it builds distrust.  My advice is to stop flipping cards and start building trust.  This means more than just “give first, get second.”  It means having meaningful conversations about something other than how you can do business together.

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Tom Dapp
Tom Dapp
CEO, Gradex
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Level 7 Un-Networking