Tom Cruise might’ve been referring to the business of sports representation in that classic movie, but sales professionals should take note of his advice. In fact, the sales industry is one that is largely built on relationships. Your prospecting team is responsible for building sales relationships with clients initially, and your sales reps have to maintain and improve upon those relationships. These 11 tips will help you and your reps build meaningful sales relationships with clients and potential customers.
1. Listen
Your customer will tell you what he wants if you give him the chance to. Pay attention to what he says and ask questions instead of talking the whole time. You will be able to better serve him with the knowledge he shares with you.
2. Seek feedback
Find out if your product fits what your clients are looking for. See if there are any small adjustments that you can make to better serve their needs. They will be more satisfied with the transaction and appreciate your efforts.
3. Use social media to discover interests
You should talk about something other than sales and the transaction. Find things that you have in common with clients so that you can develop a bond. You may be surprised by how much you enjoy talking with each other once you discover similar interests or shared experiences.
4. Respond promptly
This shows that the customer is a top priority. It is flattering for a customer to know that you are paying him so much attention. Additionally, it keeps him better informed of your progress and ensures you stay on his mind.
5. Add value
Be prepared to give something of value – a solution, a fresh perspective, a free pen – to the prospective client early on and throughout the relationship. When you are searching blogs or social media for things to help you, find things that might also be of interest to your clients. Send links to blogs you think they might enjoy. Set them up with people who you know would want to work with them. Your good deeds will pay off.
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