Relationships ? How do you start them, keep them, build them, and generally benefit from them ? Any seasoned salesperson will tell you that relationships greatly influence buying decisions - even in trying economic times like we have now.
Here's some hard and cold facts about relationships and how to assist them for your benefit -
A. Relationships are built on what you know about each other - think about your personal relationships - they are built on your history and what you know about each other. Business relationships are very similar but maybe not as intense.
B. Consider doing a personal profile which is built on one page with three paragraphs - (1) your history-where you were born, educated, family, etc., (2) your career path - what you have done professionally to get where you are today and (3) your desire to be everything your customers want you to be and more ! Your sharing of this information will jump start the potential relationship. You can share your profile on every call and / or put it in every presentation packet.
C. Become a better listener in face to face or phone meetings. Learn to ask more questions that get the customer or potential customer to share more of their feelings and insights (not necessarily personal stuff) but their job duties, company directions, and any opinions that they are willing to share. Getting them to share information they normally don't share or get asked will go towards creating a bond that could ultimately justify their buying decisions in your favor.
Try it - you may like it !
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