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A sure fire way to know if their is something wrong with your relationship selling approach is to examine relationship you have with current clients. Was relationship same before they became your client as it was after? Did you then lack confidence that you now exhibit (afterwards), while showing them you really are as good as you said your were? You are probably losing customers from exhibiting that lack of confidence going in. Perhaps you're opposite, you're actually more confident with sell, than you are with service or product. In that case, I would have to say it's time to change products. Nevertheless, confidence is key note here. Your listener must know you are confident enough to introduce it, for them to be confident enough to buy it.
I'm one of those rare breed who sometimes enjoy listening to telemarketers and insurance agents (to a point). Not for any sales tips I can use, but for any bad habits I may still unwittingly be using. When it comes to Hard Sales, these guys are like dinosaurs. If any part of their sales pitch starts to sound familiar, stop and re-examine your Relationship Selling. Point being; Be sure that those annoying little sales pitches don't ring a bell with your own approach. Sometimes it can be downright hard not to come off sounding like a salesman.
All kinds of things can build or destroy a good relationship. This is where word "Alignment" comes in. You must align yourself with your prospective client. If your prospective client is a frat house and you're in DJ business, you would hardly show up in a suit and tie, unless of course you want these boys to eat you alive. On other hand you don't want to meet president of an accounting firm wearing sandals and a tie-dye tee shirt either. But it goes much farther than appearance. It's in your language, your mannerisms and way you move. Everything about you should align with what your client needs to see and hear.
Most relationships in your life are built without a second thought. It's simple action-reaction. Two strangers meet. One says "good morning" (action), other responds "good morning to you" (reaction). Soon you're talking about what you do for a living and so on. A simple, subconscious event. Action-Reaction starts a relationship, but planned action-response relationships often require research and planning. You want to lead conversation in a certain direction, so you know response to their reaction to cue next reaction-response. Remember, you're a guide. Lead conversation in direction you want, without using sales pitches, buzz words or mentioning products or services. The trick is to lead them to point of asking you what you want to tell them.
There is only so much I can get across in this article, but throughout this series of three articles I have been recommending a book by Rick Beneteau. If you would like to learn more on "Relationship Selling" & "Personal Branding", I strongly urge you to read his Powerful new book that puts YOU on fast track to becoming an Internet Celebrity. Not only does Rick teach you step- by-step how he did it; he also asked many of top Internet personalities to share their success secrets with you. If you're at all serious about achieving success on Internet, you need to start Branding YOU and Breaking Bank! Do yourself a favor. Check It Out at:
Wild Bill Montgomery Home of the "InfoZone" Business and Marketing Article Archives