Two weeks ago, I started a 4 part blog series about four key factors that determine a salesperson’s success. In case you are a new reader to this blog, below are the first two links:
This week, we will explore Building Relationships…
A mentor of mine once told me that being successful in life is about 2 things: Choices and Relationships. I think he nailed it on the head! If you are conscious about the choices you make and the outcomes you want to see, then you might think more before you act. Dr. Stephen R. Covey, author of one the best-selling business books of all time, The 7 Habits of Highly Effective People, referred to that choice between stimulus and response as Being Proactive.
When it comes to relationships, there is one key factor that is the foundation to all great relationships and that factor is Trust! There are several aspects that clients are looking for when looking for a new vendor or partner. They want a salesman who knows their product line, they want to make sure they are receiving a fair value, but if they don’t trust you, then you will rarely get their business.
In Stephen M.R. Covey’s best-selling book, The Speed of Trust, he writes about The 4 Cores to Trust:
· Integrity
· Intent
· Capabilities
· Results
Integrity
Your client wants to see that you are humble. They want to see you keep your commitments. They also want to see that you stand for something… that you work to enable your mission.
Intent
This is one of the first things clients will notice. Are you working with them to enable their agenda or are you looking out for your own. People want to see that your motive is to help them. If it is to help yourself or your company, it will be apparent quickly and people will see right through you.
Capabilities
People need to feel confident that your product or solution will solve their problem or enable their mission. If they don’t feel that you or your products/services are capable to help them, it’s going to be difficult to win them over.
Results
As Stephen M.R. Covey said, “Results matter!” People evaluate you and your company based on past performance, current performance and expected performance. At the end of the day, if you don’t deliver results, you will lose the deal and the client!
If you want to make sales quickly, close bigger deals and build lasting relationships, then start with trust! In our last blog, we will explore Closing the Sale.
Until next week,
PS - Do you want to learn more about The Speed of Trust? If so, consider joining us in Dallas for an upcoming keynote with the author on February 16, 2012. Early bird pricing good through 12/31/11! Click here for details.
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