Build a Relationship with your Prospects

In every sales situation I’m aware of, it’s important to establish a positive relationship with your prospect. Whether you’re taking orders at the Chick-fil-a drive up window and you’re trying to upsell an order of fries or you’re a medical device sales rep and selling millions of dollars worth of equipment, there are a few key elements to ensure you get the sale.

Perhaps the most important is this simple concept … People buy from those they know, like & trust.

Now, this shouldn’t be a difficult thing to accomplish. First off, you can’t come across as you’re trying to ‘sell’ someone. Rather, your approach should be how can you help them. The best sales people in the world are those who can identify a problem or need their prospect is experiencing, then solve it with their product or service.

Building a relationship will help you with this.

There are three key things you must do to start building a relationship with a prospect. They are:

1. Building Rapport


2. Find common ground


3. Make them feel comfortable

The best way to win a sale it to build a relationship with your prospect. In order to do that, you must:

• Find common ground, subjects, & interests


• Get them to talk about their passions


• Be genuine. Ensure they know that you want to help them and you are not just there to make commission


• Be warm & friendly


• Use humor. Laughter is bonding and will help them relax


• Show interest in them and in their business


• Don’t come across as needy


• Give genuine compliments


• Get them to talk about themselves

This is key … Build a relationship with your prospects

And guess what? If you properly build rapport, your prospect will be comfortable.

And why is that important?

People buy from those they know, like, and trust.

So practice it today. Work to build a positive relationship with your prospects.

What do you do to help people know, like, and trust you? List them in the comments below.

 

 

 

Build a Relationship with your Prospects