Relationship sales
1. Use open-ended questions.
Questions that begin with “how”, “when”, “where”, and “why” help to quickly engage the prospect to start talking as these questions cannot be answered by a simple yes or no response. These questions are very effective in getting people to “open up”.
2. Actively listen
Active listening requires you to tune out your own inner voice and focus on what the other person is telling you and what they are really saying. Give them some type of sign that you are listening through body language or verbal affirmations.
3. Clarify
“So what I hear you saying is….” Make sure that you fully understand what is being said by checking in and clarifying through the course of the conversation.
4. Acknowledge and validate
When you acknowledge and validate you are demonstrating that you respect and understand the other person’s position. This is important in building a relationship.
5. Make no assumptions
It is so easy to overlook this important skill. In order to fully understand another person, we need to stay open to listening to them without any filters. This is difficult to accomplish but once we let go of assumptions, it is a powerful way to connect with someone.
6. Focus on the other person’s agenda
Let go of your canned sales pitch and your own agenda and trust that a focused dialogue with the individual will be more effective and can yield important information that can assist you in closing a sale or building a relationship.
7. Detach from the process
Try to keep your ego out of the conversation and agenda. Once you let this go, you will be surprised how any resistance to your pitch or your conversation can dissolve. This forces you to put your own agenda aside and not push your ideas and thoughts on the other person.
Remember: It’s not all about YOU. It’s about building the relationship. What’s important to your customers, your employees, and everyone with whom you interact should be important to you. It is important for the success of your business.
Honesty and Candor
Communicate clearly what your product or service can and cannot provide, even
in the face of losing the customer’s business.
Peer-Level Perception
Present yourself as a colleague; a peer who is jointly evaluating with the
buyer, whether a business relationship will be mutually beneficial.
Patience to Allow a Relationship to Develop
Sometimes you can hit it off immediately with someone; other times it can
take months for the relationship to develop. It’s ok to let time take its
course.
Respect
Although you may not be friends, respect what the buyer’s values and intent
are, and the buyer will respect your approach to business and your
professionalism.
Trust
Hold the perspective that you will sell to the “right” buyer. Trusting that
true needs will be served, if the buyer is a good fit it will keep you relaxed
and enjoying the process.
Questions that begin with “how”, “when”, “where”, and “why” help to quickly engage the prospect to start talking as these questions cannot be answered by a simple yes or no response. These questions are very effective in getting people to “open up”.
2. Actively listen
Active listening requires you to tune out your own inner voice and focus on what the other person is telling you and what they are really saying. Give them some type of sign that you are listening through body language or verbal affirmations.
3. Clarify
“So what I hear you saying is….” Make sure that you fully understand what is being said by checking in and clarifying through the course of the conversation.
4. Acknowledge and validate
When you acknowledge and validate you are demonstrating that you respect and understand the other person’s position. This is important in building a relationship.
5. Make no assumptions
It is so easy to overlook this important skill. In order to fully understand another person, we need to stay open to listening to them without any filters. This is difficult to accomplish but once we let go of assumptions, it is a powerful way to connect with someone.
6. Focus on the other person’s agenda
Let go of your canned sales pitch and your own agenda and trust that a focused dialogue with the individual will be more effective and can yield important information that can assist you in closing a sale or building a relationship.
7. Detach from the process
Try to keep your ego out of the conversation and agenda. Once you let this go, you will be surprised how any resistance to your pitch or your conversation can dissolve. This forces you to put your own agenda aside and not push your ideas and thoughts on the other person.
Remember: It’s not all about YOU. It’s about building the relationship. What’s important to your customers, your employees, and everyone with whom you interact should be important to you. It is important for the success of your business.
Honesty and Candor
Communicate clearly what your product or service can and cannot provide, even
in the face of losing the customer’s business.
Peer-Level Perception
Present yourself as a colleague; a peer who is jointly evaluating with the
buyer, whether a business relationship will be mutually beneficial.
Patience to Allow a Relationship to Develop
Sometimes you can hit it off immediately with someone; other times it can
take months for the relationship to develop. It’s ok to let time take its
course.
Respect
Although you may not be friends, respect what the buyer’s values and intent
are, and the buyer will respect your approach to business and your
professionalism.
Trust
Hold the perspective that you will sell to the “right” buyer. Trusting that
true needs will be served, if the buyer is a good fit it will keep you relaxed
and enjoying the process.