Developing meaningful relationships is more than simply being friendly.  A true business relationship requires you to know and understand a customer’s visions, desires and fears.

Action Step

Take the time to understand your client’s business and its processes. Listen to your client as he discusses his goals and his dream to take his business to the next level.  Ask questions to aid you in better understanding what concerns he may have and also about how he would choose to attain his goals. By demonstrating a working knowledge of your client’s business he will feel more confident about trusting in your ability to present him with the best solutions for his business.

Answer These Questions:

• Does your client see you as just another friendly face, or does he actually rely on you for support in his business?
• Do your clients perceive you as a reliable source of information in your field of expertise?

Related posts:

• Sales Tip: relationships are eternal
  The Japanese believe that business is temporary, but relationships are eternal. Stop simply offering your products and start building relationships. Relationship-building i...
• How to Handle Objections Using Listening Skills
  As a sale representative there are occasions when you will face opposition from a prospective client.  This article will provide you with some specific tools and guidelines to...
• Cold Calling Techniques
  Clammy hands?  Blank mind?  Have you become an expert at creative avoidance?  No one actually looks forward to cold calling, yet it’s a necessity for successful selling. ...
• Cold Calling Works!
  Being a salesperson requires ongoing customer and client communication. The biggest fear most salespeople have is being rejected, by the caller on the other end of the telepho...