The Vend Zone
We have all experienced it at one time or another. You are looking for more out of a relationship than the other party has in their mind. The dreaded friend zone.
Sales is a skill/capability that requires the ability to build relationships over time. Relationships can evolve, they can also get stuck. As a sales professional you try to avoid being caught in an order-taking role, but sometimes you are unable to break through the type-cast.
Sales training events or seminars discuss taking a consultative approach to working with your customer. They discuss how to avoid order-taking and being pulled into a transactional role. Sometimes this is truly a function of the product, the relationship, or the need of the customer. We discuss how to identify when this is the case.
Mike & Mike also share their experience getting stuck in the “Vend Zone”, how you can avoid this trap, and prevent the relationships with your customers from devolving into this category.
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