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Women Rule and Men Drool at Relationship-based Sales!
Written by: Kirk KjellbergArticle Overview: This article explains how the inherent abilities women have at beginning and fostering relationships is essential to succeeding in the new sales world.
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Women Rule and Men Drool at Relationship-based Sales!
Coming from a man, you might think this is blasphemy! But seriously,
men are not geared to do the things and think the thoughts that lead to a
successful business relationship. Sure there are a few and don't be
hating on me because men are horrible at remembering birthdays, anniversaries, the
neighborhood kids names and so on...
Women on the other hand inherently know how to begin and foster
relationships. In these recent days of cutthroat competition, I can guarantee
you that more women account managers held accounts from their competitors than
did their male counterparts.
In the spirit of not being a hater, men can do this too. However if
your wife or girlfriend thinks you’re an inconsiderate jerk, your clients do
too. There is a new wind blowing in the sales world. It used to be that
salespeople were "turnin' and burnin', let the customer service people
clean up my mess, machines".
If you are going to be a successful salesperson of either gender in today's
hyper competitive market, I suggest you study relationship based sales.
Just like dating, there is more to it than "closing the deal".
If you are more inclined to be a one night stand, you should think about a
career in telemarketing, or even timeshare. You see them once, close them
and on to the next.
If you need a long term stream on cash, build relationships with your
clients. How do you do that? Same as you would in the dating world;
pay attention to what your clients need and give it to them. Ask them
lots of questions, make sure the sale benefits both parties, and then most
importantly stay in touch with them. Remember their birthday, the
anniversary of the sale or any other thing that matters. Hire a newspaper
clipping service to look for pertinent articles to mail to the client, be their
partner. If you haven't done this at home for quite a while, start there.
Read Who Sold My Cheese, the relationship based selling bible, written by me
and my wife. Read How to Win Friends and Influence People by Dale
Carnegie. Practice what you learn, practice being a resource instead of
always wanting something from every contact. The person who printed our
book, only called to ask for more orders, never once just to say how's it
going. (They are no longer our rep either). If you’re a guy, get in touch
with your feminine side and act like you care about all this until you
do. If you’re a gal, treat your clients like your friends, be there, show
you care about them and you will always be welcome at their office.
In the end, building relationships is selling. You do have to ask for the
order and trial close and all the mechanics that go with the art of
selling. In our book, you can meld
together all the mechanics, with the art of selling and still love the
customer, it is possible. Stop telling and start asking, stop, look and listen,
before you speak. Once you have a
customer, treat them as if they are a rare find that must be taken care
of. You would leave an antique out in
the rain would you??
Thanks for reading, Kirk
Kjellberg
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Article Tags: cambria, compatibility, endif, gte, math, mso, priority, true name, xml, zoom
Referred by: http://www.salesblogcast.com
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