Careful you don't get put in the 'friend zone' by your prospects...
I worked with a salesperson years ago who was great at building rapport, but when it came to asking for the business...
Well, to say it was awkward would've been an understatement.
It was almost like he was embarrassed to even mention it.
He was much more comfortable chatting about Man Utd's latest signing, what he had for dinner, his commute into work, or his grandmother's cat.
The Challenger Sale demonstrated that 'relationship builders' were the worst performers across a huge study of thousands of salespeople.
Relationships in sales happen by default.
Just don't lead with it.
