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No
doubt you know by heart, the features &
key performance parameters of the product/service
you are selling. But beyond the features,
performance parameters & "competitive
price ", the fact remains that customers
base their purchase decision on what they
believe your product / service will do for
them.
Its'
the healthy relationship with your client,
helps him to believe in your solution. He
will less likely to treat your discussion
as a mere "sales talk".
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So
do you have the right relationship?
Many successfull salespeople I know, invest
majority of their time in building an open
& trusting relationship with the client.
The rapport they establish gives them a
solid foundation from which it is easy to
develop a solution specifically addressing
the client's needs. An important point to
note is that that this does not mean that
the client has to like you. I have come
across many hapless sales guys going thro'
all types antics trying to make sure client
likes them. Do not waste your time on activities
that are more aligned with getting this
person to like you. Instead, focus on getting
him/them to see you as credible and trustworthy
individual.
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Focus
on the client.
Developing an open dialogue with the clients'
buying team, results in a free exchange
of information and enhances credibility
for professionals. The more your client
feels that you are operating in his best
interest, he will share more information,
which will help you develop the 'right solution'
& value proposition.
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To
develop & build strong relationships,
most of the successful sales guys I come
across do the following ;
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Be
direct and ask what are the clients'
needs. Your concern for determining
essential criteria, will help them illustrate
your desire to work together. |
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Be
a good listener. Listening client, as
they express wishes, concerns and circumstances
demonstrates that you do care about
them. |
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They
honor the commitment. Develop trust
by following through in a timely manner
to deliver the results you promised.
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An
important point to note is that healthy
relationships are developed over a period
of time, have patience, its not a 'two days'
job as many impatient sales guys think !
It
also means, sales person needs to keep in
touch with present/potential client even
if there is no sales enquiry.
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