In this article, we delve into the intricacies of sales, focusing on the importance of building strong relationships with potential clients. We will explore the dos and don'ts of sales, offering insights on how to establish a solid vendor-client relationship and avoid common pitfalls.
It's crucial to never give your potential client the impression that you're merely there to sell them something. Instead, you should always strive to help your client understand that you're there to provide a service or product that they genuinely want and need. You're not there to sell; you're there to assist.
Many salespeople, including myself, often struggle with the urge to dominate the conversation or push too hard for a sale. This approach can set you up for a binary decision from the prospect - a simple 'yes' or 'no'. This situation, often referred to as 'The Sell', is something most of us would rather avoid.
Your business persona should embody soft persuasion. This means you should never try to force your prospect to see things your way. Instead, soft persuasion is all about how you present your company, yourself, and your product or service. It's about portraying your company and yourself in a positive and confident light, without being overbearing.
Hard persuasion, on the other hand, can often backfire. It can create a divide between you and your prospect, pushing them away. No one likes to feel bullied, and hard selling can often feel like bullying, regardless of how nicely it's done.
Approach your prospect as if they are already a client. This is because they genuinely need your service, not because you're desperate to make a sale. How you perceive and treat your prospective client will influence how they see themselves. Perception is a powerful tool that should be used wisely.
Ensure you cover all the details before they can become potential obstacles in closing the sale. This can help you avoid getting drawn into an objection contest. Always maintain a one-to-one relationship. Once you separate yourself from the prospect, it's almost impossible to regain their trust.
Staying low-key and creating a no-pressure atmosphere is crucial. Remember to portray confidence, not arrogance. This is what relationship selling is all about. You want your prospect to feel at ease, not cornered.
Above all, learn how to handle and deal with rejection in a positive manner. If you've confidently explained all the details and they still say 'no', it may be that they weren't a good prospect in the first place. Or, they may still be a good prospect who simply doesn't realize it yet.
In the next article, we'll share some techniques used in the process of relationship building and selling. Until then, continue to carry yourself with confidence and honesty.
If you missed the first part of this series, you can review it here.
Feel free to contact me and let me know what you honestly think about sales, marketing, and of course, this article!
Join us next week for Part III: "Tips and Techniques For Relationship Selling".
If you're interested in learning more about the advantages of relationship marketing and personal branding, check out Rick Beneteau's new book, "Branding You and Breaking the Bank". This powerful new book puts you on the fast track to becoming an Internet celebrity. Check it out here.
Looking forward to e-seeing you soon!
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