Today’s knowledge-hungry consumers often know as much about a product as the people trying to sell it. So what’s your sales edge?
“Learning to build stronger relationships with your clients.”
I was reading some great information recently on social selling and how social media has changed the sales process. The power now is in the hands of socially savvy buyers who come to the table armed with as much—or even more—information than the sales professional. These days, the consumer’s sales journey can be 90 percent complete before they even think about interacting with a salesperson.
So what’s a traditionally trained sales professional to do?
“Research has shown that sales professionals who use social media to network and build relationships outsell their peers who don’t. And let’s face it: Sales is all about building relationships.”
It all comes down to trust. The trust that others put in you goes beyond any form of measurement. Trust is closely tied to integrity, and brings with it boundless opportunities and possibilities, and it’s contagious! Every person who trusts you will spread the word of that trust to at least a few others. And remember.
“A Brand is what a Business does, but a Reputation is what People Remember and Share.”
So instead of thinking in terms of quotas, sales figures and bottom line when you’re talking to people, think in terms of how you can weave integrity and value into how you connect and converse with them. In the end, the great customer experience that comes from a “Relationship First” approach, will win the day.
“Relationships are like muscle tissue… the more they are engaged, the stronger and more valuable they become.”
This first appeared on Ted Rubin
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