The Buddy Seller

Those afternoons on the golf course, free lunches, and social visits must be having a positive effect on your sales — or are they? In today’s increasingly commoditized marketplace, friendship selling no longer guarantees that you’ll win the business. Creating value and differentiation are now the drivers.   

As the Sales Performance Research Center continues its five-part podcast series, “5 Types of Sellers,” we will focus on the “Buddy” — those people that love to cultivate collegiality, but do so at the expense of creating real value for the prospective purchaser. If you’re seeing a dip in sales efficacy, it may be as a result of an over-reliance on this type of seller.

Want to learn more about the nuances of the “Buddy,” and the potential to expand their relationship skills? Join Tony Smith and Drea Douglass for Episode 2.