Sales management can get tough at times, to pursue that client to buy your business might be the most difficult task for you. But one needs to understand that people get skeptical more often than not. This happens as there is lack of trust and honesty.
The client often intrinsically takes advantage of a sales conversation. Free advice, leverage for a better deal elsewhere, and demands concessions.
Post which they can put you off, never conclude with a decision, beat around the bush, dance around issues, avoid confrontation etc.
Hence, over time you can get cynical. You will develop the ability to identify the difference between a client who’s being straight and the one who’s not.
A simple approach when adopted can get you better results is to build a relationship with the client. That one that can be trusted.
Make the client value what you value – the relationship.
To start with, be confident and most importantly – HONEST. Remember, you cannot build a good relationship without honesty.
If a client is not convinced or is avoiding you, go ahead and ask them if they are stuck or the reason which holds them back. There is a good chance they might uncover and trust you to give them a suggestion.
Conversations help build relationships!
And this is what we ultimately strive to achieve. Once they realize that you value the relationship, they positively reciprocate to you.
Using this approach, you’re likely to earn their respect and gain their trust. These are attributes that you value, what your client values, even though they don’t show it.
So be honest. Be genuine.
Now you’re on your way to building a relationship that can reap positive results in a sale.
No relationship. No sale.