A new relationship
It’s an overused saying but that doesn’t make it any less true; people buy people. You wouldn’t rush into any relationship in life and it’s something that can be overlooked in the sales process. In a world where everything has become digitally focused including marketing, the human side of any sales process can be forgotten. You spend hours taking photos of incredible products at amazing angles with just the right lighting. Of course, people want to see what you’re selling but who are you? Potential clients want to know who they are dealing with which is why an image of a dog in someone’s office on social media will gain so much traction.
Earn the right to the next conversation
With any relationship, there’s a certain amount of trust that comes with that. We’re not saying you need to be friends with your potential clients because you just don’t gel with everyone. Good service can be easy; do what you say you’re going to when you say you’re going to do it. If you don’t have the answers yet but said you would go back to the client then say exactly that. Honesty and transparency are key. People remember that one time they were given bad service and they will tell everyone they meet about that time they were let down. In the early stages of a sale you are really earning the right to the next conversation. This person does not know you and they are taking a chance, so it takes time to build trust and rapport.
Digital versus human
You know what you want from a product but you’re buying the relationship, the trust. In these times of digital marketing when we’re obsessed with web stats and likes, it’s worth remembering that we’re still human beings. We connect emotionally when we buy and want to deal with genuine people and companies who you feel you can trust. It may be that unobtrusive kitchen salesperson who didn’t push an integral wine fridge on us, who listened to exactly what we wanted. You buy his patience as you tweak and changed your minds over repeated visits.
What do buyers really want
A great salesperson will listen first and foremost and then talk about value rather than products or price. They will hear what the client is missing or what they want to end up with and then talk about the result through what they are selling. It might be the designer with decades of experience who has come highly recommended or the skilled craftsman whose work you just have to have down to the person who greets you in the mobile phone store, we buy emotionally.
How Dale Carnegie enables
We have custom made programs that can work for your business as well as courses on winning with relationship selling and high impact communication. Whatever you need to get through to your customer, we can empower you to connect to them and move your business forward.