Want to test the strength of a sales relationship?
Answer this question:
Would your client sit next to you during a baseball game?
Just you and the client. For nine innings. Eating hot dogs. Drinking a beer or two. Having a conversation. For three hours.
Does that seem like a long time?
Would it be painful – for you – for the client?
Typically we go to events like baseball games with people we like and with whom we enjoy spending time.
That’s why this is a great test of your sales ability.
People buy you before they buy your product or service.
If your clients cannot stand to be with you for the duration of a game, they won’t want to invest more money in a relationship with you. They also won’t want to refer you.
On the other hand:
If you really want to get to know someone, take them to an event like a baseball game and do everything listed above.
The client will be flattered. You’ll learn more about them and their goals.
And you may even discover you like spending time together.
Sales has changed.
It is no longer about completing a transaction and moving on.
It’s now about relationships.
Those who focus on developing and deepening relationships win.