main
> animals
> arts
> business
> computers
> electronics
> entertainment
> health
> hobbies
> home
> society
> sports
|
Don’t Just Close Sales - Close Relationships
Poor salespeople focus on just closing the sale. Successful salespeople focus on closing the sale and the relationship. Which is your approach?
Selling is not about only closing the current prospect on a particular product or service that solves one of their pressing problems, needs or desires. It is about building a trusting relationship and partnership with them, by becoming a resource, and helping them solve their on-going problems, or satisfying their continuing and evolving needs and desires.
You must first evaluate your selling intent or philosophy underlying the sales process, and how it impacts your ability to close this sale and the future relationship.
If your focus is on the short term vs. the long term, your intent is most likely only on moving products or services now. If your intent is to develop a long term mutually beneficial relationship with this new prospect, you may not sell this order, but that does not prevent you from beginning to build a positive relationship that can one day end in success.
It also depends on how you choose to define a successful sales relationship. All relationships, sales or otherwise, are dynamic. They are either getting better or getting worse. In order for a relationship to be getting better, there are several areas that need constant attention. They are: trust, respect, acceptance, integrity, communication, intent, the relationship direction, personal agendas and a willingness to make the relationship work.
It takes more time, resources and energy to generate a new customer than it does in keeping an existing one. It is also easier to do more business with a present customer than it is to find more new ones. What is your approach? Are you investing a greater proportion of your time and resources to continue to find new business, or to satisfy, develop and keep existing business? I agree that a continual flow of new business is the lifeblood of growth and success in sales – however, don’t underestimate the ability to use your present customers to help you with that mission. Next, few customers will just give you their business. You must ask for it, but you also have to earn the right to get it. In my opinion, closing is more of a philosophy than a skill. It is more an attitude than a strategy. It is more about giving than getting, and it is more about service than your sales compensation.
About the author:
Tim Connor, CSP is an internationally renowned sales, management and leadership speaker, trainer and best selling author. Since 1981 he has given over 3500 presentations in 21 countries on a variety of sales, management, leadership and relationship topics. He is the best selling author of over 60 books including; Soft Sell, That’s Life, Peace Of Mind, 91 Challenges Managers Face Today and Your First Year In Sales. He can be reached at tim@timconnor.com, 704-895-1230 or visit his website at www.timconnor.com.
More business information - More sales information
|
|
