The Importance of Relationships in Sales: Are you willing to take the other side of the deal?

"People don't care how much you know until they know how much you care." — John Maxwell

Building Strong Relationships: The Key to Success

Building strong relationships is the key to success. Sounds simplistic, doesn't it? Regardless of how it sounds, this concept really is a fundamental principle of life. When you learn to genuinely care about others and keep their needs uppermost in your mind, you'll find this approach enriches your professional and personal life.

Understanding Motivation in Successful Negotiations

A wise friend of mine once explained it to me in a way that truly brought it home, using an example from his own negotiating career. He chose not to enter any negotiation unless he was willing to accept the other side of the deal as it stood at the beginning. Even before he began, he had to think long and hard about what the other person wanted.

By doing so, he opened himself to opportunities that he may have otherwise closed off. Why? Because the individual he was negotiating with realized that by taking this stance, he was looking out for the best interests of all involved—not just his own.

The Impact of Sincere Motivation

Before going further, I need to emphasize that your motivation makes a world of difference. If you pretend to care about others' interests, you won't get good results. The other person will likely sense your insincerity. Your motivation must be genuine. While you will benefit, don't manipulate this principle for selfish reasons. Avoid using it out of pure greed.

Realizing the Value of Others' Perspectives

Recently, I entered a negotiation that was intense. In the heat of the moment, I remembered to consider the other person's perspective. I asked myself if I was willing to accept what he currently asked for. This question had a considerable impact. Initially, both sides were focused solely on our own interests. I couldn't understand how the other side felt, and I sensed he felt the same. It was clear we weren't enhancing our relationship. In fact, I feared we were about to destroy a good one.

Creating a Win-Win Outcome

That's when I asked openly: Were we willing to take the other side of the deal? I asked myself and him. After some thought, he admitted he couldn't. I told him, 'Then, nothing we do now will work in the long run. It's best to end the discussion.' I was willing to walk away from a potential sale because I couldn't accept his position.

Several days later, he called me. 'I've thought about your question,' he said, 'and realized that seeing the negotiation through your lens is vital to making it work.' We returned to the table and worked out a mutually beneficial and profitable deal.

Are you ready to build the kind of relationships that will create your bigger future?

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