{"id":66954,"date":"2011-02-03T14:33:00","date_gmt":"2011-02-03T22:33:00","guid":{"rendered":"http:\/\/customerthink.com\/sales_processes_are_efficient_people_are_not\/"},"modified":"2011-02-03T14:33:00","modified_gmt":"2011-02-03T22:33:00","slug":"sales_processes_are_efficient_people_are_not","status":"publish","type":"post","link":"https:\/\/customerthink.com\/sales_processes_are_efficient_people_are_not\/","title":{"rendered":"Sales Processes are Efficient. People are Not."},"content":{"rendered":"<p>There have been a number of sale books written on the power of relationships. (Facebook is building a small country based on relationships.)&#160;&#160; Most people in the sales profession agree that realtionships are key in closing business.&#160; So here is my question or confusion.<\/p>\n<p>We just finished the holiday\/Christmas or whatever the politically correct term is now.&#160;&#160; And I noticed a dramatic shift in companies sending&#160; an email blast&#160; versus&#160; handwritten cards.<\/p>\n<p>An email is much more efficient. Names are uploaded, a generic message is written and the send button hit. All is well with the world because we have mass thanked our clients and colleagues. Hmmm&hellip;.something just doesn&#8217;t align because when I walk into my clients offices, they have cards hanging from the front desk, not email messages.<\/p>\n<p>Perhaps there is a lesson in the season. Building relationships takes time. Many salespeople can&#8217;t figure out why they don&#8217;t have good referral partners or excellent client retention. IMaybe it&#8217;s because you are trying to be efficient, not effective.&#160; Relationship rule 101:&#160; you must invest time with people before you can expect a return of trust and friendship. <\/p>\n<p>Make one of your goals in 2011 to be less efficient!&#160;&#160; It&#160; just might be costing you sales and repeat business. <\/p>\n","protected":false},"excerpt":{"rendered":"<p>There have been a number of sale books written on the power of relationships. (Facebook is building a small country based on relationships.)&#160;&#160; Most people in the sales profession agree that realtionships are key in closing business.&#160; So here is my question or confusion. We just finished the holiday\/Christmas or whatever the politically correct term [&hellip;]<\/p>\n","protected":false},"author":7276,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":[],"categories":[128,85],"tags":[],"_links":{"self":[{"href":"https:\/\/customerthink.com\/wp-json\/wp\/v2\/posts\/66954"}],"collection":[{"href":"https:\/\/customerthink.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/customerthink.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/customerthink.com\/wp-json\/wp\/v2\/users\/7276"}],"replies":[{"embeddable":true,"href":"https:\/\/customerthink.com\/wp-json\/wp\/v2\/comments?post=66954"}],"version-history":[{"count":0,"href":"https:\/\/customerthink.com\/wp-json\/wp\/v2\/posts\/66954\/revisions"}],"wp:attachment":[{"href":"https:\/\/customerthink.com\/wp-json\/wp\/v2\/media?parent=66954"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/customerthink.com\/wp-json\/wp\/v2\/categories?post=66954"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/customerthink.com\/wp-json\/wp\/v2\/tags?post=66954"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}