Moving from Handshakes To Hugs

How is your relationship with your customers? Are they still reaching out to shake your hand after working with them for years? Now, perhaps they are not the “hugging kind,” which is perfectly acceptable. On the other hand, maybe they just don’t like you, trust you or respect you. I’ve seen the best salespeople move to this comfortable stage after a 40-minute meal, yet it may take others decades to accomplish the same feat.

Are you showing genuine interest in your customers as people, or are the conversations all about you? Do your questions display a sincere desire to understand their organizational needs? Most importantly, do your actions convey your intent? In your opinion, what is the best way to build these solid relationships somewhat instantly? Is this even possible? What have you seen in the past that worked for you or a colleague?

MPD: Show sincerity toward others.