Relationships are an important part of selling. Developing good working relationships based upon mutual trust is a cornerstone of becoming a successful sales professional. So, when your prospect shares personal information about their family, vacations or even their feelings about their workplace, is this helpful or hurtful? Sometimes, as your relationship grows, you learn things that alter your strategy, sometimes without your contact in the mix.
Sure, it’s about winning the deal, but you ARE your network, and that’s built on relationships.
Think about it. How much can you handle?