Build Your Way to A Sale

A recent article from John Doerr, president of the Wellesley Hills Group, focused on the correlation between building blocks and selling services. Just like a tower made of blocks, the sales process needs a solid and extensive foundation. According to Doerr, the “building blocks of a strong service relationship are: trust, need, solution, and value.”

Each of these elements plays a key role in the development of a profitable business relationship. It is important to layer these blocks in a way that provides a stable foundation. This is what Doerr refers to as the Service Relationship Hierarchy. He writes, “each subsequent step up the hierarchy needs to be broader than the one above it in order for you to be successful in selling your services.”

Check out the entire article for Doerr¹s breakdown of each block, as well as an example of the Service Relationship Hierarchy being applied to a real-life situation.