Many of today’s sales professionals are so enamored with technology, social media, emails, voice mails, texting etc.; they often underplay the power of face to face communications.
In a recent consultative engagement we reviewed the amount of time and resources were spent in person to person vs. use of technology.
Before I share the results and some observations, I would like to clarify that in no way am I suggesting sales professionals shouldn’t understand, use and optimize technology. For example with I know with the release of the iphone 4 allows face to face ease of use video communications but I'm alluding to the old fashion in person face time.
We found that many sales professionals who rely almost exclusively on technology had trouble landing the bigger deals; which generally required face to face meetings and relationship building.
These sale people felt the scale and volume of their touches electronically trumped quality time in front of customers.
Often these sales professionals had mediocre social and presentation skills. Thus they limited their face to face contacts because they were uncomfortable.
It was clear there was a direct correlation between long term business relationships with multiple decision makers, and the greater the need to establish consistent face to face time.
It is still axiomatic in business, that people do business with people they like. As a result, developing long term, productive business relationships require routine face to face contact.
Copyright © 2014 Dave Neal
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