Task vs relationship. Your orientation with respect to these two methods affects your leadership style and how you sell. Like many things we have talked about in this latest series, it is a part of your personal culture. And as we have emphasized each time, you CANNOT EXCLUDE your personal culture from your sales.
Task-based Orientation
Breaking down problems into steps. For many, this is a natural process. You approach the issue, task by task with the end results pointed towards a solution. In sales, this is very effective… until it isn’t. Where a task-based technique solves the problems, it may sideline success by ignoring the people.
Relationship-based Orientation
On the contrary, relationship-based is ALL about the people. The priority is building and maintaining the relationship. Each person involved is addressed when exploring potential solutions to solve problems. The consensus among the team involved is king. However, trying to keep everyone happy may force you to cut corners, and the problem may not get solved proficiently.
Task vs Relationship: Navigating the Spectrum
Steve Keck, President of Span the Chasm, uses his extensive expertise in culture and team management to guide us through balancing the task-based and relationship-based needs of the prospect. Watch the video to get key points to use to give yourself the best advantage to build the right communication for your buyer.
And if all this is overwhelming, don’t let it be. Contact Steve and the team at Span the Chasm. Figuring out your personal culture and how you fit in your company’s culture are critical. Book time with Steve here and sync these to get yourself on the path to sustainable sales success!
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