Yes, the title is correct. I am receiving too many suggestions about new methods to close business. There are too many selling representatives clamoring for business. These difficult economic times are scaring selling professionals. Sales representatives are reviewing every sales book and article to determine how to sell more in less time. Professionals are concerned with two issues; leads and closing. However, contrary, to belief, too many representatives spend time trying to close sales; and not building relationships.
There is a famous quote by the management guru Peter Drucker that states, "The purpose of business is to create and keep a customer". Such merit begins with the relationship. Individuals desire to conduct business with those they know and those they trust. Sales professionals cannot expect to close business if they do not have a relationship. People do not buy products and services from customers they buy from articulate individuals.
To build a good relationship requires several pertinent factors:
1) Communication - Sales representatives need to communication effectively. Communication is the heart of every relationship.
2) Language - Articulate selling professionals require outstanding vocabulary. Great language assists with articulate conversation.
3) Discussion - Major qualities behind relationship building include the ability to communicate with anyone. Selling requires a good vocabulary, provocative questions and listening astuteness.
4) Stop Selling - Relationships fail when individuals constantly strive to sell products and services. Stop selling products and sell yourself.
Selling is a profession that requires time and patience. The chronology of introduction, acquaintance and friendship requires time. Relationships build over months, not seconds. If there is a commitment to your profession, then spend less time closing and more time on your friendships. Your diligence will be rewarded with not only more business, but also higher margins and more frequency. Remember consumers buy from selling professionals, not companies.
© 2009. Drew J. Stevens. All rights reserved.
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