A relationship will be established when both parties feel the benefits for themselves. Executives are primarily interested in the business benefits you can deliver that serve their careers. Successful delivery and implementation of your products and services, as seen by each executive, are what matter. This is what you can control and this is what will lead to usable professional relationships. Social relationships may or may not follow and social connections can not be controled by you.
Score: 4=Always; 3=Most Times; 2=Usually; 1=Sometimes; 0=Never.
1. Do you tend to invite people to lunch, golf, or other entertainments before they buy? ____
2. Do you feel you need a closer relationship to someone before you can ask for their personal results? I.e. “What’s in it for you by doing this purchase / project / etc?” ____
Scoring: 2 - 1 = ??
___ - ___ = ___
Negative is good; Positive means read my C-Level Selling Reference Manual