Have you noticed that prospects these days are quick to brush you off? They don’t seem to have time for chit-chat. Even your best customers don’t have time to meet with you anymore. They’re crazy busy, struggling to survive in a frenetic workplace. The truth is, they don’t need another relationship. They barely get to see their best friends anymore.
So, in one respect, relationship selling is indeed dead. But here’s the good news: Underneath all that get-to-the-point behavior and failure to return your calls is a normal human being who desperately wants relationships with people who can help them achieve their work objectives.