Many folks struggle with relationships, and here’s an example involving a married couple:
A fellow forgot his wedding anniversary and his wife was obviously bent out of shape over it. She told him, “I’ll give you a do-over, but by tomorrow morning I would really like to find a gift in the driveway that can go from 0-200 in under 10 seconds.”
The next morning, when the wife awakened, her husband had already left for work. Still in her gown, she entered the kitchen and glanced out the window. There she saw a gift-wrapped box sitting in the middle of the driveway. Confused, she slipped into her bathrobe, and walked out and retrieved the box, bringing it into the kitchen and setting it on the table. She longingly removed the bow and the wrapping paper from the box, and as she lifted and removed the lid she found shiny new digital bathroom scales.
The husband has been missing for days. If this fellow is ever found alive, he might want to consider a refresher course in relationship building.
Most salespeople recognize the need to get a better grade than a “C” in “works well with others” on their report cards. They should realize that “relationship selling” almost always yields the best results and that these relationships need to continually be nurtured and can always be improved. My grandpa used to say that to build a relationship all you need is “a little time and a few kind words”, and I think he was right on.
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Do your salespeople really know how to set goals, read prospect behavior styles, avoid assuming, effectively probe to find pain, exhibit empathy not sympathy, and become more likeable? These are just a few of the communication skills tackled by my book/study guide. See for yourself here.
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Do your salespeople really know how to set goals, read prospect behavior styles, avoid assuming, effectively probe to find pain, exhibit empathy not sympathy, and become more likeable? These are just a few of the communication skills tackled by my book/study guide. See for yourself here.
That said, it’s important to realize that roughly 15% of the people you attempt to sell just want a smattering of features and benefits along with a price. They realize that a relationship takes two people and they don’t want to be obligated to anyone. So rather than making assumptions, why not focus on body language, facial expressions, probing, and temperament to determine who the 85% are that do desire relationships with salespeople, and then begin to build around those desires. To help with your journey, here are some suggestions that could be very helpful:
- Abandon equality – You hear a lot about equal rights, but in sales people tend to focus on individuality. Treat each prospect like they are your only one, because right now they certainly are.
- Acknowledge the road runs both directions – There should be a two-way flow of information, mostly business for starters, but if you determine your buyer is willing, you might include a personal aspect; just make sure not to go overboard.
- Ask a little, listen a lot – Persuade others with your ears by asking questions that show interest in what they say and then respond to them with reciprocal information.
- Associate familiarity with contempt – Occasional phone calls, drop-by’s, and emails will strengthen and maintain relationships, but don’t overdo it by becoming a stalker.
- Anticipate that buyers connect the dots – Prospects equate every facet of a relationship with how they perceive the installation will occur and how services will be carried out. Send the right messages, since perception is reality.
- Alienate the competition – Collect and archive information about pets, grandkids, favorite restaurants, etc. that you learn over time and employ to make customers feel special. Most of your competitors won’t put forth the effort to do those things.
- Annihilate barriers with humor – Without trying to be a stand-up comedian, offer a little self-deprecating humor. This is a good way to eliminate any perception of superiority or arrogance normally associated with pushy sales people and will foster relationship development.
- Articulate that what they see is what they get – People should know the real you. Prospects can smell a phony a mile away, so let them see you, “warts and all”, which will help you look more normal to others.
Would you “share the wealth” and comment on one of your ideas for relationship building in the Speak Your Mind area below?
©2014 Robinson Training Solutions, LLC
