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6 Differences Between Networking and Selling

There are appropriate occasions to sell and there are appropriate occasions to network.

There is a time and place for everything. Very seldom should these two activities happen at the same time. Often it’s just a case of knowing the difference between the two activities.



Here are the 6 differences between networking and selling.

  1. If we are speaking with a person who knows the product or service we represent can solve a problem it may be an occasion to sell. If we are looking for contacts to those we can help it is an occasion to network.
  2. When all parties in a conversation know a potential business transaction is imminent it is likely a time to sell. When a person is caught off guard in a casual conversation by an attempt to close a deal it is a networking opportunity squandered.
  3. When all parties in a conversation know a potential business transaction is imminent it is likely a time to sell. When a person is caught off guard in a casual conversation by an attempt to close a deal it is a networking opportunity squandered.
  4. When the intent of an interaction is to gain from the situation it is likely a sales call. When the intent of an interaction is to create or strengthen a relationship it is likely networking.
  5. When a conversation is extremely one-sided it is too often a selling situation. When a conversation is a comfortable exchange of information it is often networking. When a conversation is heavily focused on a specific product or service it is likely a sales situation. When a conversation covers a variety of comfortable ideas it may be a networking situation.
  6. If an anticipated networking opportunity turns into a sales attempt the result can be damaging in the long term. When a sales situation becomes a networking opportunity the long-term results can be extremely beneficial.

We all have experienced the surprise of an attempted close when we didn’t expect it. As professionals, we should be aware of the situation and the expectations of all involved. Many times we get caught up in the moment and forget to consider the long-range effect we may have. Some situations are for sales, others for networking. Professional business networkers know the difference and think long-term.

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