building relationships

6 Business Questions To Ask Your Prospects To Build Rapport

A salesman in doubt

One of our trainers asked on a sales course recently how they open their visits with customers. Many offered the idea that they should build rapport with customers by commenting on the weather, some items the prospect has in the office, what their journey was like that day, and so on. Our trainer asked how long they take to ask…

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Building From Relationship To Transaction

When you sell your products and services, it’s imperative that you learn your clients’ behavioural patterns and how they use your products to achieve results. They don’t buy your products at all, even though you put the emphasis on what they do and how they work. No, they buy the outcomes your products will produce for them. This means you…

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How Do You Know You’re On The Right Track?

Sales is an unpredictable profession at the best of times. You may be up one moment and down the next. And a lot of the unpredictability comes from the ‘not knowing’, the lack of clarity of where you are in the selling cycle or what is actually happening during the sale. How do you know when things are actually going…

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Build More Than Relationships With Customers

Business people shaking hands

A lot of salespeople say to us that they spend so much time building relationships with prospects, but don’t always get the order. They ask us ‘If relationships are so important to the sales process, why aren’t we selling every time? Are we wasting our time?’ No, not really. But see it from the customer’s point of view. You’re nice…

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6 Ways You Can Become A Trusted Advisor To Your Customer

Trusted Advisor red

There are many levels of service that you can achieve with your customers, and many salespeople are quite happy to achieve the status of supplier to their businesses. At this level, you continue to offer products and services as and when the customer needs them, and the relationship rarely goes beyond making sure the goods are delivered on time. Some…

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Building Great Relationships With Customers

Salesmen shaking hands

Poor salespeople aim to close the sale; great salespeople aim to create relationships. Take that phrase, write it out, laminate it and keep it close to your heart. It will always keep your drive in the right direction. Many salespeople on our courses ask for techniques and tips on closing the sale. We say that the sale will naturally close…

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