This quote being true, it’s no wonder that customer relationships are at the heart of sales. In order to get someone to buy from you, you must first get them to like you. Unfortunately, many sales professionals try to take the “easy way out” when it comes to connecting with customers. They might try to appease their prospect by feeding them compliments or sweet nothings. Usually, customers can see right through these superficial “relationship-building” tactics. To the customer, it’s obvious that the sales professional is only trying to appease them in order to get what they want from them—the sale. This superficial way of building relationships is manipulative at its core and is not relationship-building at all.
Building genuine customer relationships that last requires much more—the development of trust and mutual respect. At Carew, we focus on the interpersonal side of selling. We teach sales professionals how to build genuine relationships with their customers so that the sales dynamic becomes one in which sales professionals are better equipped to work alongside their customers as trusted advisors to help them achieve their goals.
Acting as a trusted business advisor, the sales professional’s shared expertise leads to customers achieving their goals in ways that wouldn’t have been possible without the sales professional’s help. Through steadfast collaboration and understanding, the trusted sales advisor and client achieve the client's goals and establish the foundation for a long-term business relationship.
Could your sales team use help when it comes to establishing long-term relationships with customers? Carew’s Dimensions of Professional Selling® (DPS) sales training program is the industry standard for developing business relationships that move prospects to lifetime customers more quickly and with much greater frequency.