Are You Using This Common-Sense Approach to Sales Growth?
The selling process is constantly evolving, and it doesn't necessarily end when a sale is made. Making a one-time sale is an accomplishment, but real success can be found in sales growth and repeat business. So what drives these factors? Experience has shown that it's all about cultivating relationships and honoring the "Golden Rule."
Shaun Buck, at entrepreneur.com, adheres to a tailored approach that promises to hold the key to successfully maturing a business.
"If you want to drive sales growth and repeat business, it boils down to understanding and then implementing one strategy: content builds relationships, relationships build trust, and trust equals sales," writes Buck.
Content generation is the norm for millennials and Generation Z, but sales people have been creating content since time immemorial just by making connections with others.
In this context, content generation isn't as one-sided as posting on the web and waiting for the comments to roll in. It's as simple as a face-to-face discussion, which might lead to new relationships and, more importantly, builds trust with the customer.
"Human nature is to give a little bit of trust and to see if someone is worth giving more trust to," continues Buck. "In other words, make them earn it. This is why delivering, at a minimum, what you said you would is so vitally important."
He ends with some common-sense advice.
"The more a person trusts you, the more they will buy from you," concludes Buck. "All you have to do is do what you say you're going to do when you say you're going to do it. Also, treat people the way you'd want to be treated."
It may seem like a no brainer, but it's surprising (or maybe it isn't) how often people don't follow through on their promises, which can instantly destroy what years of trust have built up. And with so much of communication being directed onto digital platforms — especially in the face-paced world of sales — sometimes it's a nice change of pace to pick up the phone or stop by in person. Start building that trust and relationship today; it's as easy as a handshake.
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