I have spent many years on sales training and working toward a better understanding of myself which in turn has led to a better understanding of many different types of people.  Psychologists and theorists have identified at least 16 different personality types.  From a sales or business perspective, that means during the course of your work, you’ll encounter at least 16 different types of people.  None of these types are better or worse than another, they are just different.  If you are to thrive in a sales or business setting, then it would be advantageous for you to better understand the broadest scope of people that will ultimately make your “relationship universe” tremendous in size. 

One of the best ways to get to know someone is to actually care about getting to know them.  My strategy is to focus on the best interest of the person I’m working with.  Whether you work in real estate, financial planning, heating and air-conditioning or another industry, you need to remain focused on the customers needs, first and foremost.  By living this philosophy you will create a universe of relationships with all of your past, present and future customers that will ultimately reward you with new business.  Even if the customers needs aren’t a match for your company at first, it can still lead to a healthy relationship that will build your relationship universe.

Five years ago, I met a customer who was referred from a home inspector in my networking group, B.N.I.  She had purchased a home and really just wanted me to give her an explanation on how her heating and air-conditioning worked.  After giving a quick education, I suggested she get on a maintenance plan with us (a minimal $238.00 purchase).  Over the next several years, I would receive an occasional telephone call from her with a question or repair needed to her system.  No substantial dollar volume came from these calls, yet I always made sure I had her best interest in mind by listening and carefully answering her questions. 

Presently, year # 5 with her as a customer, I have received tens of thousands of dollars in referral volume from her.  She’s in her second house and has spent well over $20,000 on work through me.  Sales training lesson: 

 
How to Sell Yourself by Joe Girard.