The pandemic has disrupted the world and how business today is done. Even in the construction industry, things have been disrupted and modified. Remote work has impacted our people skills, and many of today’s employees are struggling to reconnect with customers and cultivate new business relationships. Call reluctance, fear of failure and fear of rejection are common themes of many companies that I work with as a part of my coaching business.
Charles S. Goodman once said, “Businesses don’t sell products or services — they establish relationships.” Countless surveys show that a relationship is one of the most important reasons a customer chooses to buy from a given company. It’s more important than the lowest price in most cases. And the stronger the relationship, the greater the potential for customer loyalty. So sales representatives can do more than take orders, they must focus their attention on becoming better known, liked and trusted.