Does
a friendship with your customer increase sales?
It
can. But you can’t always be friends with your customers…and may not want this
kind of relationship with them. What really counts as you aim to increase sales
is not friendship per se with your customers but rather the ability to
establish rapport, the links that derive from mutual understanding and respect.
The
first step of consultative selling training teaches how to build the critical foundation
of all successful sales…rapport with customers.
- Earn customer trust by always delivering on your commitments. Do what you say you are going to do.
- Demonstrate genuine interest in what matters to your customers…at work and/or at play.
- Flex to your customer’s preferred communication style. Adjust your pace and energy to your customer’s. Do they want to get to know you on a personal level or do they want the facts only?
