Creating Positive Relationships During The Sales Process..
Creating positive relationships during the sales process seems to be the most misunderstood concept by most sales people. WE are all in some sort of sales scenario which creates an end result by what we do.
I’ve found that many people won’t talk about it because they think their not in “selling”. Everyone sells something and in every profession, we are all serving someone. Some people are just better at it than others because their constantly developing the right skill sets which accomplish high quality results.
It’s up to us to understand what it requires to maximize each and every situation so each outcome benefits everyone involved. Your goals are to create a easier way to accomplish a positive result depending on what industry you are involved in.
I was asked during a recent sales consulting event, “How can I walk into any industry, sell so much without knowing the clients, the product or the company’?. What was I saying? How could they do better?
I responded by saying….I really care about what I do. I do my homework and I take nothing for granted. I’m extremely focused in making each encounter turn out positive. You must create trust first and you must do what ever you can to ask the right questions which lead to their intended outcome. Always lead your client………”Follow the Yellow Brick Road”. It’s a process…step by step.
More importantly then anything else, you must stay attentive to each answer you receive, and always stay sincere in your intentions to help them. Show each and every person that it’s not about the “sale”, it’s about them and what they’re trying to accomplish.
Get out of what’s in it for me. It’s about them and what they want. Never let them down and maintain integrity.Many sales people make promises that can’t keep or don’t intend to keep. If you promise something….then do it. Quality is what your shooting for and the client will feel it.
Most of time, SALES people don’t know what to say, or they say too much. It’s about timing and LISTENING. Keep everything moving forward by sincerely asking questions. Get them to talk. That way you can direct them.
Creating positive relationships will always guarantee you future referrals and clients who respect your expertise and direction. Lead by example……take pride in what you do…….and most importantly, never lie to create an end result. Back up everything you say. If you can’t back it up, don’t say it.
Remember……… Lead by listening, lead by your attentiveness, lead with sincerity, then direct. Make sure you’ve done everything you can do to accomplish what “they want”. If you can’t, then lead them to someone who can.
Always refine what you do if it’s not working, ask questions, create new skill sets, listen to successful people in your profession, or get advise from professionals who can further enhance your skill sets.
Never stop learning and never think YOU know it all. Your Ego will destroy you. I’ve seen the best performers lose out because they thought they knew it all. Always remember to measure your Ego with you bank account. Stay humble and you will create what you want in your life by helping others.
Creating positive relationships is an ongoing process. Be proud of what you do and if your not……change professions.
You become what you think about. Stay professional.
To our next chat!
Barry Papo
Leave a Comment August 8, 2010