Selling is about creating an environment where "you," as the sales rep, can ensure that "they," as the buyer, can have peace of mind. No buyer is going to get anything from you unless they can trust you, that's why it's vitally important to focus on building trust right from the start.
Below are some tips to follow that will help you build relationships to increase sales.
Sales reps that jump right into their pitch without creating a sense of trust are not going to do anywhere near as well as the reps that create trust. First, you need to mutually agree on what's important. Second, you need to work together as a team to make the deal happen. When you create trust, you can "sell more by not selling." The "no sell" zone is where the top sales reps and revenue producers in the world operate, and this is where you want to operate as well.
It Happens Fast
Now here's the funny thing with trust, it happens almost instantaneously when you physically meet someone. It can also happen by talking over the phone and listening to a person's voice infection, or if you're communicating via text or chat, it can occur by the context and manner in which each of you is writing to each other. Everything you do in the beginning needs to be around creating trust; and creating it quickly. The high flying, fast-talking, fast-moving, "I'm going to get you before you get me," type jargon, needs to stop.
Stop the Doubt
The reason I share this is because one little thing that creates doubt, can turn into a snowball rolling down a hill, and when this starts to happen, it may be tough to recover. Focus on the small details that create trust, and if you want to be trusted, do trustworthy things. I'm not able to put it any simpler than that.
Selling is about being personally accountable to whom you're delivering products or services. People need to be able to rely on you. Yes, it may be Friday afternoon, and you may be sitting on the beach, but at least be responsive and put them in touch with someone in the office that can immediately help them with their problem.
Even better, set the person up with a list of contacts, names, emails, numbers, that they can call when they have a specific problem so that they can totally bypass you and get help directly from the best source.
Get in the Trenches
Selling is about being in the trenches with your clients when the "you know what" hits the fan and everyone else is running away from the problem. You need to be a firefighter and run into the burning building, pull the people and animals out, and then go back in and put out the fire. The best sales reps are relentless and strive not only to dig the trenches, but also to get in them with their clients. Never say never, to anything, when it comes to helping out a client and making them look good.
Understand the Situation
Selling is about uncovering, understanding, and implementing solutions that save money and solve big problems. If you don't know what you're talking about in regards to the product or service you're selling, don't bother faking it. Be the resource that your clients reach out to when their boss wants something done; and quickly. They don't have time to look around, get quotes, and build new relationships, all they have time to do is make one call to you, get the solid recommendation, and then move on from there.
Here's the key, just because you don't sell what they're looking for, it doesn't mean that you're not able to help them through the process. Help where help is needed, regardless of whether it puts immediate money back in your pocket. Do this, and money will come into your pocket for a long time to come.
Create a Relationship
Selling is about having a personal one-on-one relationship with each other, learning about each other, personally, and business-wise. You've got to invest time and effort into building your business relationships. I'm not talking about being creepy about things; I'm just talking about being sincere and creating a strong one-on-one relationship where you both know that you have each other's back. You may have to peel back the onion a bit and share who you are, but it's going to be ok.
If you're doing the right things in life, it will be hard not to like you. In contrast, if you're engaged in activities that don't align with moral values that most people have, you'll either need to change your behavior or start working with clients involved in the same type of junk behaviors that you're engaging in. I don't suggest this by any means, as there are many more people doing good, morally correct things than people that are doing negative things. Surround yourself with the winners, and don't be afraid to dump a client if they're not up to your specifications. It's a two- way street here.
Selling is about genuinely caring for a client's feelings, saying Happy Birthday, being there when they need you, and helping each other become more successful together. Stuff doesn't always go right for people. A person may have a loss in their family, a loss of a pet, a firing of someone in their company, or a variety of different issues. Be there for them, listen to them, associate with how they're feeling, and be available and supportive when they want to talk, whether it has to do with their personal or business life.
Ok, so now that you have a few tips on how to build relationships to increase sales, go out and make your recipe for success. Doing things the exact way that I say, word for word, may not work for you. Every situation is different. You're unique, and you need to add your personality and flavor to everything you do. By doing what I recommend as a whole, you'll set yourself up to have long-term relationships that will ultimately help you have long-term business success.