People buy things from people that they feel they know and trust. Knowing your customer is key element to the sales process, ensuring trust and friendly communication. Start your sales approach with building a rapport with your customer, and then constantly go back to following this principle throughout the entire sales process.
Be open and engaging. Be friendly. Imagine how you would behave when visiting a friend. You knock on the door, and you are greeted by your friend. If you come over to my house, well, I would invite you in to pull up a rug, and grab a yogurt. Your customers are your friends. Treat them like one.
“Trust is the foundation of any successful sales relationship. Be honest and transparent in your interactions.” – Mahan Khalsa and Randy Illig
Be a good Boy Scout, and “Be Prepared!” Do some backround checking. Use the internet, the local news, or national media, to find out more about your prospect before you make contact. Knowing some things in advance will give you the edge in building a solid rapport with your prospect, and put you on the same level of knowledge base.
Written by : Chip
Exploring the known and the unknown with a beat writer’s eye for truth