Building the Relationship

Here is a segment from a Norm Brodsky, Inc Magazine article on relationships.

'You begin to build that kind of relationship not when the sale is closed but when the initial contact occurs. When I call on a prospect the first time, I don't even talk about our company. I spend the whole visit just trying to learn all I can about the people I'm dealing with - what they like, what they don't like, what their policies are, and so on. I don't have to make a sales pitch. The prospect knows why I'm there, and I know that no decisions will be made at the first meeting. Mainly, I look to build rapport and understand how the customer likes to do business.

'We'd built a relationship. To be sure, our ability to keep the customer will depend ultimately on our performance. All the relationship gives you is breathing room - the chance to recover, and learn, from the mistakes you will inevitably make. But in business, as elsewhere, that can be the difference between success and failure.' Norm Brodsky - Inc Sept. 06

It is so critical to learn about your prospects desires, what they want to accomplish. Showing a prospect your great powerpoint presentation or stroking them through the abilities of your software at your first meeting may impress them, but will it start building the relationship? Same goes for selling a RV. It's all about the customer. What's in it for them.

Until next time...