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Sales Speak: Closing Business: Four Stages of a Business Relationship

By Silvia L. Coulter and Jim Cranston

A number of scholars have studied relationship development and the science/psychology around building relationships. Whether the perspective is from a psychology viewpoint that uses tools like Myers Briggs and others; or from a business science viewpoint about various stages of relationship development, relationships matter and they take time to develop. Certainly, knowing one's style or preference is helpful, since that has an impact on others' styles and preferences. The relationship will either be a miss or a go. This article looks at a perspective on four stages of relationship-building, and provides some insight into each.

Just knowing people is not enough in today's competitive legal market. It may have worked 10 years ago, but not today. We often hear attorneys say, “She'll definitely call me if she ever has a legal need”; or, “I play golf with him every week, he will certainly call me if he needs help”; or, “I talk with this client a lot ' we have a number of active matters.” Assuming that a client or friend will know to pick up the phone and call you when a need arises is wishful thinking.

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