FAILED Sales – Lip Service to Relationship Marketing (Building)

3 05 2013
Building Sales Relationship

Sales and Marketing

May is ON, now the targets are set for you to hit the ground and set the sales rocking..!! Consider that you’re a new hire, 2nd month on the go. Or you could be a ‘traditional’ salesman and a long timer employee but nothing yet on the road of accomplishment coming your way. The run of the mill is again the same. New month but same old, deafening and boring ‘sales’ routine. You hate it, so does your boss..!! You’re NOT fired yet, as you have gained the experience which is expensive to replace in your place.

So now, you’re pitching clients. But wait, do you really know what your client is..? What the priorities are for your client..? What is the work environment of your client..? What is the background of your prospective client..?

Perhaps that client met you on the road and you exchanged cards, if you really did before started to pitch your product or company, people don’t want to hear anymore about companies or products, they’re already living in a tight consumer’s world where water could be scarce but advertising campaigns of splashing are not.

RECIPE OF CERTAIN DEATH – Start pitching even without noticing or knowing what the other client’s wearing. That was a pun but understanding, researching a client requires a deeper level of understanding which breeds greater trust. TRUST brings down the defenses, that is only possible if you invest enough time in building relationship not the SALES CHART first.

So how do you build a relation..? Introduce, exchange cards, FULL STOP..!! Start listening from here – what do they do, what is their organisation, invite your prospect to sell you before you sell to them, understand their work culture, the challenges, the drawbacks, the benefits, the growth standards, aspirations, inspirations. When you listen, a couple of defense line is broken and brought down, but the TRUST is not yet affixed in you, you’re just a spectator yet and no player listens to the spectators, they keep their play on.

Now, you start asking intelligent questions – this builds the channel which brings them to your company’s doorsteps and your products. Ask like what if there was a solution that would help them generate more productivity, more growth, what their (prospect’s) interest is, what is still lacking, what kind of avenues they seek to grow and prosper, financial growth. Start analyzing and suggesting what they should do – here you being their mind programming. With suggestions and advises, they start listening to you now, more defenses GONE..!! Trust replaces.

FAILED Sales - Lip Service To RelationshipsOnce you know they are eager, keep your ears and eyes open to changes – the psychological change is necessary which is not possible when thick bricked walls of FEAR, ill-trust are higher than your anticipation. Know the pain, which is not possible if you’re not emotionally intelligent to unlock it.

Sales is like a date – the perfect one is not the first one or the last one. You invest in everyone of them to get the perfect results.

So start building relationships by asking questions and suggesting help to them to improve. People love sociable people who are occasional salesman. See then your sales rocketing.

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