Selling is about creating trust and value in an environment where "you," as the sales rep, can ensure that "they," as the buyer, can have peace of mind. No buyer will 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.
Trust and Value in SalesThe first step to increasing sales is creating trust. Without creating trust, the odds of you building the relationship and closing the deal are nearly impossible. The best sales reps never jump into their pitch without building initial trust first. It's best to mutually agree on what you're going to review during the meeting and then look to work together as a team to make the deal happen. When you create trust, you can "sell more by not selling." The "trust zone" is where the top sales reps and revenue producers in the world operate, and this is where you want to work as well.
Build Trust With ProspectsNow here's the funny thing with trust, it happens almost instantaneously when you physically meet someone. Trust occurs when talking on the phone, listening to a person's voice inflection, 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.
Building Client TrustDo one little thing that creates doubt, and it 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.
Creating Value in SalesBe personally accountable to the client you're serving. 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, and 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. Be sure they keep you in the loop with what's going on as well.
Build Customer Trust and LoyaltyGet in the trenches with your clients. When everyone else is running away from the problem, be there for them. 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 fight in them with their clients. Never say never to anything when it comes to helping out a client and making them look good.
Creating Trust and ValueUncover, understand, and implement solutions that save money and solve big problems. If you don't know what you're talking about regarding the product or service you're selling, don't bother faking it. You need to 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 to get a 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.
Increasing Sales Through RelationshipsCreate a personal one-on-one relationship, learning about each other personally and in business. 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 robust one-on-one relationship where you both know that you have each other's back. Yes, you may have to peel back the onion a bit and share who you are, but it's going to be ok.
Building Business RelationshipsIf you're doing the right things in life, it will be hard not to like you. If you're engaged in activities that don't align with most people's moral values, 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 right things than people doing harmful 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.
Business Relationships for SuccessSelling 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, someone in their company was let go, or a variety of different issues; be there for them, listen to them, associate with how they're feeling, and when they want to talk, be available and supportive, whether it has to do with their personal life or business life.
Relationship Sales Strategy
Now that you have a few pointers to help you digest it, and then 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 be set up to increase sales by creating trust and value, and that will ultimately help you have long-term business success.