Consultative
selling experts have reduced just about all you need to know to be a successful
salesperson into three cardinal rules:
- Do what’s right for the client. If you think in terms of helping your client succeed, you will earn your client’s trust and be well on your way to building a relationship that can benefit you both. Your client will know that you have their best interests at heart.
- Be authentic. Don’t try to be someone you are not…it will be too difficult to sustain the charade and, besides, your client will eventually see through the pretense. No one wants to work with a hypocrite.
- Find ways to share with and relate to one another. You don’t need to become best friends but your professional relationship should still build on common interests and mutual respect. Invest time in forging connections.
