When I was starting out in sales I read a book – What they don’t teach you in Harvard Business School. It was authored by Harvey McCormick. I was very impressed with the achievements that he mentioned in the book.
I have forgotten most of the book, but one sentence that has stayed with me has been – All things being equal people buy from friends, all things Not being equal they still still prefer to buy from friends.
That one statement keeps ringing in my mind from time to time. It has been a guiding statement whenever I interact with anyone.
I try to ensure that I make long term relationships by being straight and upfront in whatever interaction I have with people. Not only with prospects and customers but even with vendors and everyday people.
When you build these kind of relationships you can be sure that you can pick up the phone and call people when you want and they will also answer your phone. Also because you have dealt straight with these people you aren’t scared when connecting with them.
Its also similar to the philosophy of giving first that Joe Polish talks about. When people trust you and know that you will be transparent in your interactions, they are also open to interact
Does that mean that I have not been tricked and taken advantage of because of this philosophy, absolutely not. But the amount of times I have been duped is way smaller than the amount of times the relationships have helped.
My advice would always be to play the long game and build relationships which can last you a long long time.
Till next time then.