The selling relationship

In life, we are either selling or being sold to, and it doesn’t matter if the transactions are financial or non-financial in nature.

It’s important then to understand that with any sales process, the investment in a relationship between the buyer and seller is proportional to the value of the transaction.

Put another way, a $1 sale needs a $1 relationship, and a $20,000 sale needs a $20,000 relationship.

If you don’t invest enough in the sales process, you’re more likely to miss out on the sale. But if you invest too much in the sales process, the sale may come at too much of a cost to make it worthwhile.

This dynamic applies to your personal life as much as your professional life. Whenever you ask someone to do something, you are engaged in a sales process. How proportional is your investment in the relationship to the value that you’re offering?

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