3.2. Knowing where you are with a relationship
The key to understanding where you are with a relationship is not by thinking about how you (the salesperson) feel about it, but how the buyer feels about it. You can get a sense of how the buyer views the relationship by reflecting on what happens on the occasions when you meet face-to-face:
Who calls the meetings, you or the buyer?
Why are the meetings called? If you call the meetings is it because you have something new to sell or just because you would like to catch up? If the buyer calls the meeting is it because they have a need in your area of expertise, they have a need outside your area of expertise, or they just want to catch up?
What is discussed when you meet? Mostly social stuff? Only ...
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