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For all you romantics, the highlight of February is Valentines Day, a time for demonstrating your respect for the object of your affections. Successful couples have an interesting rapport - it's a partnership based on mutual respect, admiration, and cooperation. The same can be said for a successful sales relationship. Without rapport, a sale is merely a transaction. When a transaction is completed, the relationship ends. When it can be seen as a sales process, it's an acknowledgement of mutual dependency. The customers will call whenever they need something, you will respond because you see the value of the relationship. Each counts on, and expects, the other's actions.
When I talk with potential customers, my approach is to treat them as equals. Each of us brings to the table our own expertise. They have needs and I have solutions but, unless we work together, neither of us will attain our goals. When I am empathetic, they respond in kind. When I make an effort to understand their needs, they make an extra effort to help me understand. The harder I work, the harder they work - it's a natural human response. When I am able to provide a solution that meets their needs, they actually thank me for working with them. I'm always amazed!
To improve your results, try partnering with your customers.
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