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How To Stop "Selling" And Begin Building Relationships

by Paul M Balzano

In sales, there's nothing more important for establishing repeat business than building and leveraging strong relationships to help you sell your products and services. Successful sales professionals realize that people buy from those they like and trust. However, having prosperous and sustainable relationships that will often grow into genuine friendships, requires knowledge, skill, and continuous effort.

Most anyone can generate one-time sales, but if you don't work at it, your relationships, and consequently your business, is destined to fail. Even though there are a few things which aren't totally in your control, there are many fundamental things you must do in order to develop strong, reliable, and long lasting business relationships. Here are the most significant ones you can do right away:

<strong>Listen And Learn</strong> - Understand your customers priorities and challenges, and the way your solution will help them solve their particular problem. Find out what it will mean to them personally so you're able to relate to their needs. As an example, your solution could actually help them achieve a defined goal, or they may be entitled to an added bonus, or possibly a promotion.

<strong>Be Reliable And Responsive</strong> - Complex sales campaigns have lots of moving parts where you will surely have to coordinate resources to deal with a variety of questions and concerns. To establish credibility for yourself and your company, make sure that you consistently address all your customers needs in a fast and efficient way.

<strong>Deliver Value</strong> - Don't make the mistake of taking your customer for granted. Be prepared and show respect by delivering value in each and every meeting and interaction to make certain your customer walks away believing it was a productive utilization of their time. Otherwise, they might not take your calls or meetings in the future.

<strong>Be Yourself</strong> - Allow people to see that you're a human being and not just a perfect sales representative. At the proper time, show your actual personality, along with your passion, hobbies, and interests in an unscripted way. No one wants to have a relationship with a sales rep, they want a caring person.

<strong>Maintain Team Continuity</strong> - Building trusting relationships normally takes time. Minimize changes to your team to ensure continuity and to reduce wasted time and energy for all.

<strong>Be Honest And Trustworthy</strong> - These elements work together and you and your customer need to know you can trust each other. Deliver the things you promise and never promise what you know you cannot deliver even if it means losing a sale. You will build loyal customers by keeping their best interests in mind at all times. Once broken, trust in you will probably never be regained. As with any relationship, trust is a fundamental and crucial element. Without it, it's highly unlikely you'll be successful in sales.

<strong>Don't Be Selfish</strong> - You shouldn't limit your contact to pure sales related topics. Remember to acknowledge special occasions for your customer like birthdays and holidays and other important events. Also, demonstrate that you care by helping your customer solve their problem with the best solution available, even if another company might win the business.

<strong>Have Fun</strong> - Some of the strongest bonds are developed away from the office. There's definitely truth to the saying that many of the largest deals are closed on the golf course. While this type of activity may not be suitable for you, the idea remains the same. By planning recreational time with your customer, you will not only show your appreciation for their business, you will add fun into the mix while building another critical dimension to your relationship.

As we discussed, there are many things you can do to build and maintain highly effective, and prosperous relationships with your customers. By investing some extra effort, your customers will feel much more comfortable with you resulting in loyalty, commitment, and a rapid boost in sales.



Look here for more free Proven <a href="http://www.salestechniquesonline.com/">Sales Techniques</a>. By Paul M. Balzano

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New Unique Article!

Title: How To Stop "Selling" And Begin Building Relationships
Author: Paul M Balzano
Email: pbalzano@optonline.net
Keywords: sales training,selling techniques,sales techniques,selling skills,sales tips,sales strategies,selling tools,customer relationships,increase sales
Word Count: 664
Category: Sales
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