Simple Methodologies for Strong Relationships

Simple Methodologies for Strong Relationships

In our work we hear about a lot of different methodologies to handle sales processes, client management and other very important relationships.  The list of branded methodologies is seemingly endless.  Here are a few:


  • SPIN Selling
  • E.A.T. Selling
  • Conceptual Selling
  • SNAP Selling
  • The Challenger Sale
  • The Sandler System
  • Customer Centric Selling
  • Solution Selling
  • Inbound Selling

How does one choose the best methodology? Let’s think through this and see if we can bring some clarity to this crowded room!

First, we all know that for any “relationship” to work it must be meaningful. This will always require an investment of time and require you to be authentic.  The single reason for the success or failure of any business is directly linked to the strength of the relationships that exist between their people and their clients.

Relative to our business relationships the challenge is often related to the ability to measure and monitor the quality of our client relationships and the strategy to take action in a way that continually advances the relationships.

So what can we do to stay focused on establishing, managing and measuring our business and client relationships.   Here are some suggestions:

  1.  Always be thankful.  (this is a derivative of “always be closing”!)

We exist to serve others so their needs are the top consideration.  This does not mean that we say yes to everything; it means we consider their needs and make the best decision at the time.

I heard a funny line the other day: “If it weren’t for all these pesky customers I could play a lot more golf.”  I enjoy the irony and hope you do too.

Hold yourself and your team accountable for recognizing that your clients are the reason for your existence.  You see, the client is not a building or a logo.  The client is made up of a group of people. People that are looking for positive experiences.  People who look to derive value from interactions they have with you.  The way we think about our clients influence the way we act toward them.  Every “touch” influences their decision on whether they will stay with you, or go elsewhere. Never let anyone blame the client for not valuing you. Beware of phrases such as “They just don’t get it.”  “This customer is dumb.”  “What a pain in….”   If the client doesn’t value you, you simply haven’t done your job, yet. Look inside yourself or your company and find the reason and fix it.

  1.  Implement a measurable way to monitor the health of your client relationships.

Your ability to keep a client is directly related to your ability to deliver on what you promised AND your ability to continually adapt to their changing needs and wants.  If you do this, you will strengthen and advance the relationships you have and grow your business.  So pick something… anything and commence a measurement.   I guarantee that this measurement will tell you something you did not know before!

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