What Is Relationship Selling - How to Be a Good Salesperson
Learn the two key strategies for becoming a dominant player in the b2b relationship selling business. Find out how relationship selling can help you to boost income and gain customers However, it is a tendency that must be nurtured, a skill to be learned and. Program Length: 2 Days. Skills Learned: Building a Lasting Customer Relationship. Getting the call started correctly; Building rapport quickly; Gathering all of the.
By building outstanding customer loyalty, they can dominate their markets and win more new customers due to their reputation and word of mouth testimonials of great customer service.
What Is Relationship Selling – How to Be a Good Salesperson
So you must ask yourself — what can you do to improve my personal customer service to this customer? Think specifically about each customer and develop a plan of action to create a great customer experience.
Second, Establishing Good Feeling with your customer or prospect. Okay, you non — relationship, all task sales people reading this are probably laughing or getting sick of this statement.
I truly understand your feelings, yet, I remind you — this is all about creating great b2b selling relationships. It is not about consultative, ROI or commodity selling strategies, it is all about relationship selling strategies.
So read on… In other to create good feelings with a customer you must create two things consistently — rapport and trust. First, rapport is the starting point of building trust.
It is the ability to create feelings of common ground for a relationship to develop. Without rapport, the customer has no clear reason to listen to you, answer your questions, provide you with valuable information or even to discuss what problems they are currently experiencing. In other words, they must feel good about talking with you. Therefore, you must learn the methods of b2b sales people who have mastered the art of rapport building.
Understanding behavioral style is a beginning point. Then learning what your style is and how to recognize the style of others. Then learning to flex you style to the buyer is critical for rapport building. There are other methods — what I consider advanced rapport building techniques you can learn from NLP experts. Rapport is all about making the other person feel you understand them better than anyone else.
Trust is earned after the rapport building and is usually performance based. We grow hard shells and practice selective hearing to protect our pocketbooks and our sanity, lowering our guard only to those we trust. Relationship Selling and Salesmanship Relationships begin with acquaintances, some of which progress to friendships and fewer still to trusted partners.
Relationships evolve as trust grows, ruled by the sense of value that each party imparts to the other. Conflicts invariably arise between two parties, and the ability to resolve conflicts is the test of a relationship. Did you ever stop to think of that? Yes, just one way. And that is by making the other person want to do it. The only way I can get you to do anything is by giving you what you want. He claims that people evaluate the kindness of an action not only by its consequences, but also by its underlying intention.
His theory explains why results and outcomes tend to be fair satisfactory to each party when both parties are mutually active, and unfair when one party coerces the other. Though some might say that the findings were commonsense, the theory is the foundation for relationship selling. Some of us are more reserved, even timid, when meeting new people.
These are the same traits that charismatic people practice. While relationships can develop quickly, they rarely blossom overnight. Trusting relationships usually require face-to-face meetings since humans generally require visual cues before deciding how we feel about another person.
For example, we are generally wary of telephone salespeople or email solicitations because we lack visual feedback to confirm their veracity. We evaluate people through a variety of physical signals — visual and aural signatures — which we then compare to various stereotypes we have developed over our lives. Our appearance, facial expression, verbal tones, and mannerisms generate an initial impression which we either reinforce or replace over time with our actions.
Why is empathy important in relationship selling? While empathy is difficult to fake, it can be developed and practiced. Effective listening is an important component of empathy, as well as vulnerability.
Revealing our own feelings, sharing stories of common experience, and finding shared interests are vital to creating trust, mutual understanding, and an empathetic bond.
Relationship selling involves a combination of empathy and problem solving. Keys of Effective Salesmanship Practicing the following keys of relationship selling can increase your sales and reduce stress. You are also likely enjoy your job more and appreciate your customers to a greater degree. Make a Good First Impression Before meeting someone for the first time, look at yourself in the mirror.
Is that person staring back at you someone you would like to meet or be willing to trust?
The cost of your clothes, the style of your haircut, or your height or gender are less important than cleanliness and neatness. A scruffy or disheveled look may be appropriate at a club or on an athletic field, but it rarely conveys the proper impression in an office. Good habits to develop so that you may create a positive first impression include: Study after study has consistently proven that people generally respond to a smile with a smile of their own.
It stimulates positive feelings and confidence. At the same time, do not stare as most people find that aggressive and hostile.
Some cultures may consider direct eye contact impolite, so consider who you are meeting. Mumbling or covering your mouth when speaking is disconcerting and makes understanding difficult.
Deliver a Firm Handshake. Practice Radical Listening There are few things more frustrating than speaking to someone who is not listening.