Form Relationships as a Priority
Far too often we have been told to build relationships with ou
r existing customers, and then turn those relationships into partnerships. However, in today’s selling mindset, all the seller needs to do is to provide enough value in what you do and the way you do it so that your customers really appreciate doing business with you.
That is more likely to create lasting sales success and a few genuine friends along the way: Maybe it’s time to take a different approach to the way you form relationships with others:
Maybe we need to start to seriously analyse our focus on our sales thinking so we can identify why we’re not making volume of sales we want to. Here are a few things that I have changed over the years.
- The first thing I have replaced is before I start any formal presentation I have replaced my preamble with general chit-chat. In other words, I simply start a conversation.
- Next I would make it my business to discover whether my potential client and my company are a good fit and then work on the best ways of doing that. That way the product or service are presented to suit what the prospect already has and how we can better untelise this rather than starting from scratch. But then if we do have to start from scratch, a good deal of trust towards me and my company has been built by the prospect.
Copy and distribute this content as often as you want. You are encouraged to share it. © Copyright Peter Collins, Sydney, Australia, 2002, 2007, 2011, 2015, 2017
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This Article is by Peter Collins – In a sales career spanning more than 53 years, Peter Collins has focused on helping and bringing out the best in others – whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 68 business books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. Peter had his first book published in 1969 and now has over 133 books in all, including Business, Marketing, Sales, Free Publicity, Body Language, Music and over 30 Christian books to date. Peters books have sold over 2.5 Million copies of his books over 49 years. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.
© Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 1994, 2002, 2007, 2011, 2015, 2017, all rights reserved. Peter can be contacted through his website – profitmakersales.com
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