Having spent over fifteen years in the sales arena, I have learned a few things about successfully building top sales performance consistently. While there are many things to keep in mind when looking to create winning territory or district, one thing more than anything stands out: building strong relationships.
Whether you are in traditional inside ales, out in the outside sales arena cold calling on small, medium or even large corporations, creating relationships that will st the test of time and competition is more important than ever before and here are three things to keep in mind:
1) Establish rapport. The number one mistake I see sales reps make is that they go into a new situation with both guns blazing, They are so fired up about pitching their products, pushing their message, and getting someone else to hear what they have to say, that they lose sight of the fact that the number one way to building and establishing rapport is to pay more attention to your prospect and less time talking. It has been said that we should be listening twice as much as talking, and I believe that makes good sense for a lot of reasons.
First, people feel important when you take the time to not only hear what they have to say, but can then reiterate much of hat they said with conviction. You should never be thinking about what you are going to say when someone else (especially your prospect) is talking because it shows that you are more concerned about yourself, your agenda, and yourself than them. Always be listening is the golden rule to keep in mind when meeting with a new prospect (or anytime you are meeting with a potential customer).
2) Find out what their 'pain' is. Everyone (personally or professionally) has things going on in their world and by taking the time to effectively probe for information will show them that you are not only a good listener, but it will help you come up with great solutions to whatever is ailing them. When you listen closely to their troubles, needs and wants you are better positioned to articulate back to them their situation and then present viable solutions that they will be happy with.
Whether you are in traditional inside ales, out in the outside sales arena cold calling on small, medium or even large corporations, creating relationships that will st the test of time and competition is more important than ever before and here are three things to keep in mind:
1) Establish rapport. The number one mistake I see sales reps make is that they go into a new situation with both guns blazing, They are so fired up about pitching their products, pushing their message, and getting someone else to hear what they have to say, that they lose sight of the fact that the number one way to building and establishing rapport is to pay more attention to your prospect and less time talking. It has been said that we should be listening twice as much as talking, and I believe that makes good sense for a lot of reasons.
First, people feel important when you take the time to not only hear what they have to say, but can then reiterate much of hat they said with conviction. You should never be thinking about what you are going to say when someone else (especially your prospect) is talking because it shows that you are more concerned about yourself, your agenda, and yourself than them. Always be listening is the golden rule to keep in mind when meeting with a new prospect (or anytime you are meeting with a potential customer).
2) Find out what their 'pain' is. Everyone (personally or professionally) has things going on in their world and by taking the time to effectively probe for information will show them that you are not only a good listener, but it will help you come up with great solutions to whatever is ailing them. When you listen closely to their troubles, needs and wants you are better positioned to articulate back to them their situation and then present viable solutions that they will be happy with.
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