Shift Your Relationships into High Gear
Two additional, powerful key concepts in the book, Business Relationships That Last by Ed Wallace, are Relational GPS® and the Relational Ladder®:
Getting where you want to go in business – your road map in developing outstanding business relationships – is contingent upon understanding your clients, prospects, and centers of influence Relational GPS®. GPS stands for:
- Goals: Short and long-term personal and professional objectives
- Passions: Personal and professional causes that your client, prospect, or center of influence cares so deeply about
- Struggles: Obstacles holding them back from their goals and passions
People will not share their goals, passions, and struggles with you until they feel confident and comfortable in the relationship. Your credibility, integrity, and authenticity open up one’s GPS. Once your client, prospect, or center of influence allows you to navigate his or her GPS, you have the road map to a long-term relationship leading to Trusted Advisor status. GPS also facilitates your ability to move through the sales cycles meaningfully and successfully.
Your business relationships are parked in neutral if you have little or no understanding of one’s goal, passions, and struggles.
THE RELATIONAL LADDER®
Your ability to view each business relationship in the context of a ladder will enable you to climb to new heights of customer intimacy and engagement. The frame of the Relational Ladder® represents your technical knowledge as well as your ability to communicate your value proposition. Each rung of the ladder moves you closer to the goal of a mutually profitable relationship. Your ability to climb the Relational Ladder® requires relational capital braced by worthy intent.
The book offers five steps to transform your contacts into high-performing business relationships:
- Always display Worthy Intent (see previous blog)
- Truly care and show that you care about people’s Goals, Passions, and Struggles
- Make every interaction matter
- Value people before processes
- Connect performance to your purpose
As you incorporate these five steps into your business, check your progress on a regular basis. And use these skills to increase the value of your relationships.