I have been reading The Challenger Sale recently. It’s a data-driven book (which I appreciate) and not based on someone’s “cool theory” they came up with. I have really enjoyed the book primarily because it pushes me with two core principles
- Relationship-based selling statistically performs the worst.
- You don’t want to get potential clients to say: “You’re reading my mind,” instead, you want them to say: “Oh, I’ve never thought about it like that before.”
It’s all about bringing up a fresh perspective that stands out amongst the noise (a good read on “standing out” is Fans First). Blending in with a customer’s current thought process doesn’t build a new memory.
I was thinking about the same concept in terms of personal relationships. Shallow friendships stick to the same ole questions:
- How’s life been?
- How’s your family?
- Any plans for the weekend?
Quality friendships go levels deeper. They want to know why something is happening. And then, when they think you’re not telling the full story, they ask more questions.
Recently, I had some exciting business news to share with one of my friends/mentors. I texted him: “Guess what? This really cool thing has the potential to happen now!!”
His response: “We need to have breakfast and go over this.”
It wasn’t because he wasn’t excited for me. (He was)
But he knows me well and he forces me to think about things differently.
I want my friends to think: “Oh, Chris makes me think a bit differently when we chat.”
