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The Social Dilemma

During socially-focused periods, we spend more time with family, friends and social acquaintances.  If that includes people with whom we wish to do business, it can raise the Social Dilemma: How do you pursue the opportunities that relaxed conversation often reveals without taking unfair advantage of the friendship or occasion? Here's how.

Relationship sand castles

You can't extend a client relationship to your colleagues that you've not yet established. Resist the urge (or urging by others) to have colleagues accompany you on an initial sales call. Go alone, and apply the investigative discipline that buyers prefer.