I totally agree on the linking people bit too. I know folk who have business relationships with people they don’t like & it seems cheap and false.

As for “liking” someone before you develop a friendship, I believe that it is very important. I believe that working toward building a relationship with someone you do not like leads to phony behavior (there’s that integrity again) and could, theoretically, damage relationships that you have with others.

I do not mean to say that one cannot have a certain level of relationship (strictly a business dealing, perhaps) with someone that you do not like, but it is likely not going to develop into a valued friendship.

Hi Bill, Thanks for stopping by. It was good to see you as well! Regarding today’s post, I think @Stephen, you, and I are all on the same page there – integrity is something you can’t compromise. But business pressure (which is mounting every day) can be a real temptation. People can reach a point where they have a tough choice between maintaining integrity and doing what’s expedient. The other issue is a tough one. I think most sales people tend to gravitate toward customers they like or think they’ll get to like, but you never know. You have to make the best of every situation, especially in the kind of industrial sales we’re used to, where buying contacts within accounts change on a regular basis.

Good to visit briefly last week at the conclusion of your visit with Lou. It has been a while!
I spoke with Lou about your business model and decided to visit the Word Sell, Inc. site to sample something of your current business endeavor. Interesting stuff and concept. Spend a good deal of my time these days writing copy for office supply catalogs and cleaning up on-line content for our products sold to the commercial office supply marketplace.
Concerning the “Turning prospects…” post, the author makes some good points. Most of his observations I buy into but do take exception with a couple -
* His last bullet point about the difficulty in maintaining your integrity throws me a bit. You either have it or you don’t; tough thing to fake but easy to maintian if it is there. Perhaps he means something more akin to biting your tongue – but that is a far cry from what he said!
* I don’t feel the secret in developing relationships with others is driven by finding out if you like them. Pretty narrow approach, in my mind. Most of us are better served by being open-minded in our initial contact and seeking middle/common ground. If an exploration of interests and values reaps results that can be repeated and built upon, then you have the basis for an interpersonal relationship that may deveop into a friendship. Acquaintances are everywhere; true friends are found in the nooks and crannies of life and to be valued highly, if not above all else.

Take care,

Bill