The American economy is volatile, customers are more demanding, customers are not reachable and the end of the year is only weeks away. Will you make quota? Are you reaching your annual objectives? Will you survive the precariousness? You will, as long as you change your selling habits and adjust to present norms.
The myth for selling managers and professionals is that cold calling works. More importantly, some professionals believe the more calls the more successful opportunities. This is far from the truth. A dramatic shift has occurred in client- sales relationships- the Internet. The proliferation of technology and the facilitation of information create the chasm. Customers have too much information to discern what they desire. Clients know more about the products and services you sell then you do. For many years, selling existed to demonstrate the mechanics of products and services. However, a new process is required, movement from product presentations to value. Clients need to understand the impact your offering has with their need and how quickly it assists.
Most importantly, to better understand value, clients desire a relationship. They want to trust their selling professional continually as a respected partner. So how can you gain the inside track for clients to like you?
For many years, I have been preaching that the best selling professionals conduct research. Clients devour a professional that understands their company, their issues, and their industry. In addition, if you want to make an impression understand how the competition integrates in the relationship enigma. There are numerous resources to use such as newspapers, quarterly periodicals, Internet sites, and company databases. Research is a vital part of client relationships; ensure success with good investigation.
Another method to help build relationships is terrific communication techniques. Clients admire those that simply listen. Competition reduces and relationships built by those with empathy for customer issues. Speaking does not enable comprehension for issues, but listening does. Devote time for developing questions that provoke insightful customer responses.
Finally, there is a cliché worth embellishing for our example, "Keep your competition close and your customers closer". Technology is about connectivity. We all feel overwhelmed by the largess of email and voice mail. However, technology provides the competitive advantage of maintaining customer connections. Preserve clients with proper communication. The best rule of thumb once or twice per month either telephonically or directly.
Similar to an athlete seeking to gain a competitive advantage, you too must seek the inside track. Clients today are more discretionary. Ensure your success with proper relationships that enable competitive advantage, insight, and availability and watch your goals become reality.
© 2008. Drew J. Stevens. All rights reserved.
Link to original posthttp://feeds.feedburner.com/DrewStevensConsulting