They say that successful selling is all about building relationships, because people buy from people they like.
Have you heard this before? Have you found this to be true in your life?
The truth is…
This is both TRUE and B.S.!
Here’s why this is true…
Building relationships is a critical component of sales and business because good relationships are based around trust.
If you don’t have trust, you probably aren’t selling products effectively (or at all). If customers don’t trust that you’ll deliver what you promise, then why would they risk their money with you?
They wouldn’t!
Relationships are built on trust, and when someone trusts that you will deliver what you promise, they will do business with you again and again because they KNOW that you will provide them with value.
Here’s why this is B.S….
So far it seems like building relationships are the key to long-term sales, right? Well if you think that, you’d be absolutely correct!
However…
No matter how much trust you have with someone else, it will still become impossible to do business with them if you don’t solve their real problem!
This is the reason most salespeople fail and live out their sales career as order-takers, while never actually solving a customer’s problem. Without solving their problem, you aren’t really providing any value.
So what’s the right way to sell and build a relationship?
Before I give you the correct mindset, I’m going to tell you that this simple shift (when applied correctly) will completely change the way you interact with your customers!
Seek first to solve the problem, then build a trusting relationship by being truthful, transparent and helpful throughout the sales process.
Lasting relationships aren’t built on deception, lies or a lack of value. Always make sure you answer your customer’s questions, probe deep to understand their true problems, and show them how you can help them.
It seems overly simple, but as most people have seen in sales when commission is on the line, these ethical practices can easily be compromised!
Don’t let that be you!
Take the long-term approach to selling. Understand that you never get all of someone’s money with the first transaction, and they never get all of your value with just one of your products.
If you conduct your business in this way, you will extremely successful for a very long time!
P.S. If you want to learn the in’s and out’s over sales, make [a lot] more money and gain lots of happy customers, request more information on Cardone University on my home page!
-Jake Martincic
JakeMartincic.com 