Is business relationship management a part of the sales process?
Definitely. Business relationship management is not only a part of the sales process, but it’s a critical part that a lot of organizations leave out. Management sometimes wants to make the sales process very simple and easy to assimilate, which can be the wrong approach. That’s fine if you’re selling something where you don’t have a lot of repeat business, like roofing services. But when you depend on repeat business, your sales-people have to take special care to develop relationships. Does most business relationship management occur before, during or after a sale? It’s ongoing. A good part of building trust is before a sale ever goes down. The relationship building goes both ways, too. You not only have to understand their business, but you have to coax them to understand your business before you can both begin to understand their problems and possible solutions. What are the keys to developing good business relationships? Gaining clients’ confidence and trust in you and your company
