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Sales Tip: relationships are eternal

26 August 2010 One Comment

The Japanese believe that business is temporary, but relationships are eternal. Stop simply offering your products and start building relationships.

Relationship-building is imperative in selling. There are products on offer for sale everywhere – but not everybody is an expert. If you can build a solid relationship with your customers and convince them of your expertise in the industry, you will enjoy a long-lasting mutually-beneficial working relationship with them.

Action Step

Take some time to listen to your customers’ needs and wants. Discover all that you can about how they wish to grow their business or to take it to the next level. And then demonstrate to them how you can assist them in achieving their goals. Allow them to benefit from your expertise and reassure them of your intentions as you have their best interests at heart. Gaining their trust may prevent them from shopping around when the time comes for making a purchase. Work on your relationships constantly, all the while paying attention to what your customers need.

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  • http://www.mtdsalesblog.com Sean McPheat

    I love that Japanese saying and never was it so true as in today’s selling environment.

    Too many sales people look for the quick deal instead of nurturing long term relationships.

    If you look after the relationship the pounds (I’m from the UK!) will look after themselves.

    Just make sure that the relationship is sincere though and you come from a place of “to give” rather than “to take”

    Do it right and you can take care of your prospects and clients needs at the same time as building a very profitable, long standing relationship.

    Now that’s a win win!

    Happy relationship building!

    Sean

    Sean McPheat