“Now let’s see. We’ve been together about 30 minutes. I can tell you know nothing about me, my home, my lifestyle or what I like. What was it you were trying to sell me again?”
– A Buyer’s Point of View.
Many authors of the traditional selling approach would likely have titled this article simply “Qualifying” instead of “Relating.” One may argue that terms qualifying and relating mean essentially the same thing. However, there are subtle—yet important—differences in these two words that may change how we perceive communication with our prospect.