Ask and listen, a new model of business relationship

Why do clients open the door to us? Why and how do we advance in our relationship with them?
The reason why is largely due to our ability to know how to ask and listen: the basis and model of good business communication.

Although this is obvious in prospecting or research, perhaps it is less so when we think of persuasion and negotiation techniques in the field of ​​business development.

Thus, we must question many false myths and beliefs around this discipline. Review what are our best virtues and our worst vices when it comes to persuading, convincing and communicating. Those that lead us to success, or otherwise to failure when we repeat ineffective behaviors.

The key: the client, the public, the interlocutor is the focus, the center around which the action and the commercial relationship must revolve. Dialogue with them must be ensured in a way that we leave them a time longer to express themselves. That we give them the PROTAGONISM.

Commercial action must thus also add value to the good reputation of the organization and its brand. I mean as a brand that “listens to the client”.

This way of “attracting” (pull) the client, of relational sales, can sometimes be seen as a vision opposed to that of a more aggressive commercial strategy and traditionally exercised as the one that seeks to “force” (push) the client towards a result.

The commercial managers, the team and the salesman/woman must know how to combine both, being recommended that the first prevail in the direct front office relationship with the client.

Attraction Strategy (PULL)

It is based on closeness to the client and the employee.

In client-oriented business development, this consists in giving what the client needs, and in conveying empathy, trust, transparency and reliability.

In employee-oriented business development, pull strategy encourages transversality, responsibility, self-motivation and self-esteem, so as the use of methodology, and the importance of both content and form.

Push Strategy (PUSH)

It is based on a certain commercial aggressiveness. In the development of business oriented to results and structure.

On the one hand, it is marked by quantitative objectives, positioning, speed and agility, pragmatism and learning from error.

On the other hand, it promotes hierarchy, the collective vision against the individual one, the evaluation of competences, individual responsibility and ambition.