GOT THE JUICE TO BUILD POWERFUL CUSTOMER RELATIONSHIPS?

Often the number one reason sellers lose business is due to a lack of proper political alignment. That is, they just don’t have the juice to identify and build relationships with Foxes – something that is mandatory to win significant deals. Foxes are customer individuals who can work in exception to policy, are rarely surprised by events, and who have a history of quietly exerting influence across organizational lines. Spotting them is one thing, but it’s another to build a relationship.

Building Fox relationships is not trivial. During your first encounter, a Fox will assess your relationship worthiness in one of three ways:

Determination One

You’re useless. The Fox works through you because you’re a Stage II[1] seller that adds little to no value. In this case, the Fox values your solution, but you are virtually irrelevant.

Determination Two

You’re helpful. Good coordination of resources and your contributing useful information makes you a Stage III seller providing administrative and operational value. In this case, the Fox becomes a Supporter.

Determination Three

You’re an asset - part of the solution. Having demonstrated Fox-like characteristics, easily recognized by a customer Fox, you’re a Stage IV seller that has the juice. That is, the ability to exert influence within your company to provide unexpected customer value. In this case, the Fox becomes an Ally[2].

?

Now, think about your active and significant sales campaigns and ask the question:

Do I have the juice?

[1] A Stage I seller is not mentioned, as this level of seller has no clue what’s going on in the customer political environment.

[2] An Ally is a customer individual that supports you across many sales situations and over time.