The foundation of sales for most industries (but especially for technical services) is the art of developing and maintaining personal relationships. You only succeed when your client says they are eager (not just willing) to work with you. The ability to develop and maintain effective relationships is the one skill that is essential to sales, yet is the most difficult to teach.
In building relationships, we’re not talking about becoming a schmoozing social butterfly, nor acquiring the magnetic personality of a movie star; we’re talking about developing an awareness of how you are perceived by the people with whom you interact, then adjusting yourself based on your audience’s reactions, while pushing aside the mirror of self indulgence. Simple? It’s a matter of awareness, being empathetic to other people’s thoughts and feelings, and a healthy dose of listening to voices other than your own.
Our honest question: are we building an effective relationship with you through this blog? We’d truly like to know.
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