Summary:

Have you ever wondered what the best people do to build high quality business relationships? Today I talk to a guy that devoted seven years of his lif studying just that. And the insights he's gained from asking exdecutives one simple question.

"Can you think of the best person you've ever worked with from a vendor/partner perspective and what made the so great?"

Today, Dr. Ryan O'Sullivan comes on the podcast. He's originally from Brittain but lives in Spain. His work you can find in the book, "Building B2B Relationships". We dive into significance of human connection in sales, emphasizing authenticity, and the importance of investing time in relationships.

We also talk about the role of humor and banter in building rapport. What is banter and how he's seen people use it feectively.

Dr. O'Sullivan shares insights from his extensive research on business relationships, highlighting the distinction between personal friendships and professional connections, And the key components that contribute to successful business interactions.

You'll leave understanding how to leverage strong lifelong business relationships by doing the little things for others that can have a profound impact on them. Ryan will also show you how when he's done that, how it's come back to him.

Key Moments:

00:00 Introduction to Human Connection in Sales

03:08 The Importance of Authenticity and Being Human

06:03 Learning Relationship Skills from Early Life

08:57 The Role of Banter in Building Relationships in the UK

11:54 The Value of Initiating Conversations

14:55 Understanding the Dynamics of Business Relationships

18:07 The Distinction Between Personal and Business Relationships

20:58 Insights from CXO Interviews on Relationship Building

24:06 Key Components of Successful Business Relationships

29:04 The Art of Intelligence Gathering

32:04 Building Trust in Business Relationships

36:00 Navigating Different Personalities

40:08 Cognitive Capital and Relationship Building

43:50 The Dynamics of Social Exchange Theory

46:09 Creating Lasting Connections

52:08 The Personal Side of Professional Relationships

Connect with Dr. Ryan

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