Stress-Free Selling® - The Fastest Way to Build a Relationship
The Fastest Way to
Build Relationships is
Not to Work on the Relationship!
Contrary to the belief that building relationships is paramount in the sales process, Jenaé Rubin, president of Sales Powerhouse, believes: A good relationship is the natural outcome of everything done right. Many salespeople approach the process thinking "I have to develop a good relationship with the prospect. So, they start by asking "friendly" questions that have nothing to do with the business relationship. People see right through this sales “strategy.”
Imagine this scenario instead…
You focus on helping your prospect overcome their challenges and reach their goals. After all, this is what they spend most of their thinking about. Instead of (obvious and obsequious) idle chitchat, you connect with your prospects in a way that is critical to their well being. Which “you” do you think they will want to have a relationship (business or personal) with? The one who cares about them and their business or the one who is playing the transparent “I want you to like me” game?
When our intention is self-centered, people see through us. So be other-centered instead. Care about and focus on your prospect’s concerns, and you will reap the benefits of the strongest of all possible relationships… by doing everything right.
Here's to successful, stress-free salesTM,