Selling by Building Relationships
As an employee, you are always selling to management; as a busienssperson, you are always selling to your clientele – new and current.
On occasion favors need to be granted and this is an area in which many make errors and do not understand why they cannot get their requests granted. Here is a 3-step process for doing so:
1. Question.
In your own words ask, “How would you feel about…”? “What would the best way to proceed be…?” Getting the other person’s perspective first before making a request is paramount. They may offer options which you never before considered or insight on how to get around the system. Asking their insight first makes it easier to get to your desired goal.
2. Clarify.
Sometimes sentences are unclear and words have double meanings. Double check to make certain you understand everything clearly.
3. Confirm.
Rcap with your own question such as, “You mean if I were to do XYZ, I could then proceed?” Get the Yes. And then reconfirm with the verbal yes in writing. Ask your client or Manager send you their agreement via email. Create a separate folder for such agreements just in case down the road someone says, “No one ever told you to take time off.” You now have proof you did!
FYI – This process works well for all meetings. It’s not argumentative by any means but working to get the other person’s perspective first will put you on the wave of the Smooth Sale!
Visit: the Vision to Reality Retreat, as we look forward to seeing you there!
Read Addtional Strategies and Techniques:
Just announced: My new book will be featured at the Beijing Book Fair:
INSPIRED Business A New Vision for Building Business and Communities, Motivational Press
Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks
HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press
