“A great salesperson is constantly building relationships.”
- Raimond Volpe, CEO Dynamo Selling
Regarding this quote above, Dynamo Selling tweeted this message which bears repeating here:
“Relationships are the cornerstone of sales and an effective salesperson knows this.”
Relationship sales come from strong relationships and is less about selling but more on building strong connections and relying on this rapport to sell than on sales tactics.
It happens when people know you, like you, and trust you.
Here are tips to making more meaningful connections which naturally lead to more sales:
Bring value first, bring it again, and bring It some more.
Always give value first without expecting anything in return. When you’ve helped people with their needs, they would want to help you with your needs. That’s just the law of reciprocity. It always works. You don’t have too force it.
Empathy is putting yourself in the other person’s shoes which only means really understanding what the other feels. So you are better able to align your solutions to what they really need and not just want.
Listen actively to understand
Don’t just hear them talking, really listen. Ask questions. Rephrase their answers. Mirror their body language. Seek to understand first, then you will be understood. That means when it’s time for you to suggest your solutions to the needs you’ve uncovered by active listening, then they will understand you.
Personalize your Dealings
Be hi-touch not only hi-tech. Invest in your relationships. Do things to show you care. Take time to get to know them personally. Remember their birthdays and special occasions and those close to them. Grab coffee with them. It may take time out of your busy day, but it’ll be time well spent.
Pump up your communication
Open lines of communications beget trust and understanding which, in turn, strengthen your relationship. In this day and age, it is no longer a problem what means to use to communicate…the internet has brought everyone closer. There are all those apps that allow us to communicate as often as possible. The only problem is making time to communicate. And being really transparent and as honest as we could.
People do buy from people they like, know and trust. When you make it your primary focus to make people know you, like you, and trust you, your sales will follow.
If you want to be an effective salesperson by learning how to build and strengthen relationships, go to this website and check out Dynamo selling.