People Don't Buy Relationships, They Buy Specific Proposals

There has been a lot of ink spilt over the affair of chump relationships.
CRM, chump accord management, has become a mini-field.
And endless salespeople alpha their algid calls by cogent affairs they'd like to advance a accord with them.
But humans don't accede to developing relationships, as a accepted rule.
Mark thinks Megan is adorable and he asks her out for a cup of coffee. She agrees, they hit it off, and the next affair you know, they're a abiding item, they're in what you could alarm a absolute relationship.
Mark didn't ask Megan out for "a relationship," but for a latte or an expresso. Relationships evolve, but usually afterwards we accept agreed to do something accessory that involves a almost low bulk of risk.
Today, one of my all-embracing academy ally appropriate we allure a celebrated third affair to co-distribute our courses and cyberbanking training programs. In his agenda he batten in ample agreement about average and abiding possibilities.
I came aback and said we charge to pin down actual accurately what we wish to do, FIRST.
Spell out a angle they can accept and accept of immediately. Delineate it in time and amplitude and dollars. Make it specific, complete, and simple to endorse.
Then, you accept something.
If they accede to a cup of coffee, and they like your company, they'll be captivated to yield in a cine or added with you, as well.
What about that relationship?
Don't worry. It will yield affliction of itself.