The crowded environment that professionals face today is intense, and it has never been more challenging to attract clients and close new business. These changes are so significant that your business won’t survive without true differentiation.
Connecting with someone requires understanding them and their interests as well as showing them how you are a relevant resource to them. Connecting with the head or intellect falls into two areas: credibility and activity.
You’d rather buy just about anything from a friend rather than a stranger, right? Here are a few tips for how to achieve that kind of trusting business relationship with your clients.
Successful selling requires reps to ask questions, and usually, the more questions asked, the better. But, not all questions are created equal.
Don’t convince anyone to buy something that doesn’t work for them, and always help them find the BEST solution for themselves, so when they leave they can’t wait to tell all of their friends.
There are personality traits you may already have that can help you succeed in sales. Here's a list of ones you should hone to up your sales game.
In sales, delivery is just as important as the words said. Without an air of confidence, it will be difficult for a rep to reach his or her full potential. Why? Projecting a calm, confident image will boost the buyer’s own confidence in what you're selling.
Trust is difficult to achieve. Clients care about more than your products and services. When you show them you have great problem-solving abilities and won’t waste their time, you’re on your way to building trust.
As you’ve already heard, trust is vital to selling. And to earn that trust, likeability plays a huge role. Sure, prospects may buy from reps who they don’t care for, but that doesn’t mean they trust them. This in turn leads to a shaky relationship and potential breakup.