Golden Sales Rule

Richard White is a renowned marketeer in UK and has authored some golden sales rules.
Here is one of them-

Soft Selling Golden Rule number 10:
Build long-term relationships based on mutual trust and respect
Imagine being telephoned by the Chief Executive of a major business to get your input on a problem they are experiencing. You are the first person to be called:
"I have a problem I would like to discuss with you. Could you meet me tomorrow to help me think it through and come up with some options?"

This situation is the ultimate business relationship for the soft seller to work towards - the trusted advisor. You are in a position of trust and respect where you are involved in the defining of problems and solving them. You have the inside track on opportunities!

This type of position takes investment of time and effort and will rarely occur overnight. The first year of developing a major account may look like you have put in a lot of extra, unpaid effort
and yet the payback in subsequent years will normally be substantial.

The inside is the best place to be in order to develop such a relationship. For a smaller, less established company, winning a small piece of work is probably a much easier way to begin working together and from there grow the relationship. 'Free to fee' can also be an effective investment strategy for some service based businesses to get the relationship off to a start. From the inside, you can often win without any competition!

You cannot make a client trust and respect you but by being consistently trust worthy and respectful you increase your chances dramatically of it being reciprocated.

At least half of a service sale is based on trust and chemistry. If you find it difficult generating instant rapport with a wide range of people then the first place to invest is in your own personal development. This will not necessarily come from techniques and more likely to come from changes in attitude and how you relate to others.

Attending seminars, reading books and coaching/mentoring can help significantly. It will probably be the best investment you ever make!!!

Please Keep Reading & Posting on the Community.