Basic Sales Training Lessons
| A relationship is type of connection. It is through a connection where bonds can be created and trust and mutual respect between people can be established. From a sales training perspective, for a bond and level of trust to develop, the customer needs to like you and you need to like the customer. People will buy from other people they like and trust. You don’t need to become buddies and invite each other for dinner. But a special “sales person-to-customer” friendship is needed. How you create this professional friendship has a lot to do with your personality and the ability to get along with a wide variety of people, as per Brian Tracy. |
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| "You were born with two ears and one mouth for a reason". | Ask many questions and become a good listener. This was one of the first and most valuable basic sales training lessons I learned in my sales career. Using your ears and mouth proportionately is the first step toward creating valuable relationships. |
In my work experience with selling to home owners, after leaving the customer
alone while
working on some calculations or writing up the proposal, he or she will
seek me
out and will ask me questions, some questions that have nothing to do with what I’m selling. It’s
the customer’s way of making amends for the way I’ve been treated. In my company, there have
been customers that
no other sales people wanted to deal with because of the treatment that
was expected. I
take those customers. After a little professionalism
and a lot of patience, without fail,
they come around.
Customers are people. They’re human, so you have to go a little deeper sometimes to get to the good. It’s there, you just can’t give up. It’s worth it to be patient and courteous. Once you’ve established a professional and friendly relationship with a customer, and proven yourself as a great listener, they can quickly become customers for life.
What is a "Relationship Universe"?Learn how to network like a farmer
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