When others feel a relaxed mindset from you during your sales call, they are much more likely to welcome you into their day. But if you rigidly follow a script or launch into a mini-presentation, then your sales call is immediately pegged as something initiated primarily for your own gain. And that puts most people into resistance.
Here are 8 keys to building relationships in sales calling:
- Focus on the other person’s needs rather than on securing a sale
- Surrender to the outcome of your sales call so you can connect with your potential client at a human level
- View the human connection as an exciting journey in which you encounter new and interesting people
- Speak graciously and naturally as you would with any new acquaintance
- Remember it’s about how you come across, not about how many people you call
- Allow the conversation to evolve naturally
- Invite both of you to decide together whether it’s worth your time to pursue the conversation further
- Use phrases that are non-aggressive yet very effective
So try this. Practice shifting your mental focus from salesmanship into a place of relationship. You’ll find that your genuine enjoyment of the conversation rubs off on the other person. They’ll be less defensive and more likely to share with you truthfully. When you do this, you’ll experience so much success and satisfaction that it will really change the way you do business. It will bring sales success beyond your imagination.
Until next time,
Keep Selling and Using Sales Training to Create Trust…
Ari Galper, Founder of Unlock The Game, makes sales training painless and simple. Learn his sales training secrets even the sales gurus don’t know. To receive your 10 free audio mini-lessons visit www.UnlockTheGame.com.au