It’s A Matter Of Trust!
Having a heart to serve your customer involves both earning trust and learning how to be a person of your word.
What would it take to buy from a person like you?
Whether it’s on the phone or face to face, be in the moment, and pay attention. Listen more, and talk less. You’ll hear more about needs, timelines, issues, and concerns then you ever would, if you’re talking over someone.
Believe in your product or service.
This should probably be #1. You're the first line of sale. If you’re not sold, you won’t be able to sell with sincerity.
Sell to people you want to work with.
It’s difficult to be choosy, when you need those sales. However, if you find your spending an incredible amount of time with a prospect that is draining you, even before you’ve started working with them, odds are, they’ll drain you more as a customer.
Move on, you’ll gain more valuable customers with less energy drained.
Ask questions that matter.
Do your homework prior to any contact. Do you know as much about their business as possible? Are you asking open ended questions?
Know the industry you're targeting. If you try and fake it, your prospect will pick up on it, pretty quickly, and be turned off.
“Sales is often a game of questions. Unless you ask the right questions, you won't uncover the right needs.” Here are some tips for asking more effective questions.
The more open ended questions you’ve asked, the more you’ll be able to identify where you can help. You already know what your product/service can do.
Look for keywords or phrases. This sets the stage with exactly where you can provide that solution.
Even if your discussion lead you to think of something beyond your own product, share with them. Part of building that relationship is going beyond your own agenda, and thinking of the person you are speaking to.
It’s All About The Follow Through!
Your success is fully dependent on earning trust. Deliver what you’ve promised. If there’s an issue, be honest, and help provide a solution.
Your reputation will be very quickly marred, if you drop the ball. The world is a small place, you never know when or where you’ll cross paths with someone you may have disappointed with your lack of follow through.
Understand that you’re the first point of contact for your company. By being a person of integrity, sincerity, and honor, you’ll have a successful career, with a reputation that will last a lifetime.
Jan Beery is President here at KBK Communications, where she leads her team as they help their clients manage inbound and outbound marketing strategies. Prior to founding KBK Communications, Jan spent 25+ years in the Healthcare field, on the Medical Manufacturing side. You can connect with Jan on Twitter, LinkedIn, and Google Plus, or read more of her posts on KBK Communications’ blog.