Relationship selling moves us from one way of seeing the selling process—what’s in if for me— to another-what’s in it for you. Relationship selling removes you from the center of the presentation and places your customer/prospect in the center.
In school you learned that Ptolemy, the great Egyptian astronomer, placed the earth at the center of the universe. But Copernicus created a buzz in the scientific world by placing the sun at the center. Suddenly, everything took on a different interpretation. Many sales people see themselves as the center of the presentation. These are the Ptolemy salesman. But success is reserved for the Copernicus professionals who place their customer at the center.
Some steps you can take to put your customer In the center of the presentation
• Surprise your customer
• Delight your customer
• Sell customers an experience. After all, selling is really theater
• Make a phenomenal impression on your customer
• Never disappoint your customer. When a problem does occur, immediately fix it
• Recognize the special power of the first minutes and the last few minutes with your customer.
The bookends of your presentation make the most impact in the least amount of time. Take advantage of first and last impressions
• Listen aggressively. Talk less and listen more
• Ask about any problems you can solve. Make certain you’re providing solutions to the right problems
• Cover all the bases and don’t leave an opening for competition
• Think small. Often it is not the big things you do for your customer that makes you successful. It’s the small things
• When you are selling, you are not selling yourself, you’re selling a relationship. Always make it a positive one
HOG THOUGHT
Don’t make a sales call until you are convinced you can make your prospect's life easier.
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