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Be A Friend!
©2005 by Wild Bill
Montgomery
"I'm not a Monster, I'm a Human
Being!"
Every sales interaction, whether in person or
virtually from your web page,
should begin and end on a personal note. The
customer and the sales or
marketing person should begin and end their
relationship as two "human
beings" building towards a goal that is mutually
beneficial, not as buyer
and seller. This is called "building a
professional relationship". Your
customer is not and cannot be just another sale.
Take the extra time to
build your "Professional Relationship" and
ultimately into a "Professional
Friendship".
There is no rule set down that says you must
remain only buyer and seller. A
true salesperson is an "Ambassador" of his
company or product. Just as an
Ambassador, a successful sales person is
required to have sensitivity, tact
and most of all "Sincerity". There is nothing
easier for a customer to pick
up on, than a salesperson making believe that
they are sincere when they are
obviously not. It requires more than dry,
tasteless questions of the
family's health. If you have not yet fully
discovered the benefits of
building "Professional Friendships", you are
blindly passing by a waiting
pool of prospects.
Click Here to Start.
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Lisa Devall
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5 Friends
Member since 12/6/2004 |
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Being a Professional Friend means making a mere call or
sending an email to
see if they are happy with your product or to see how their
business is
progressing. Maybe an offer of counseling with a business
problem. But do it
"without" the sole intention of making another sell. People
will respond to
your caring and consideration, and come to think of you as a
friend who
cares. Therefore, they are more likely to make their next
purchase from you,
a professional they have come to trust.....a friend.
You Never Leave A Friend Behind!
It is a very important principle of salesmanship that there
be a pleasant
beginning and a even more pleasant finale to a professional
relationship or
friendship. The old saying, "Don't Burn Your Bridges Behind
You" comes to
mind. Many sales professionals seem to eager to dissolve
such relationships
because the customer stops buying. Right away, they move on
to, or focus on,
the next customer. Their conversation becomes dead and their
manner formal.
Apparently they are thinking to themselves, "No more orders
from this
person". There may even be a formal thank you and a polite
goodbye, but if
you have suddenly lost interest in people they become keenly
aware of this
fact, and thus often take it personally. They may think to
themselves,
"Well, if that's the way they feel because I wasn't
interested this
time.........". People are not pleased with formal and
distant attitudes
after any type of relationship has been formed.
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An Award For Congeniality!
A salesperson, in a word, must make themselves likeable.
They must be
congenial. It's a magnetism of their personality traits
they were either
born with or developed through years of training, formal
or not. This
attractiveness or congeniality, whatever we may call it,
is one of the most
valuable attributes that a salesperson can possess. It
is a curios fact that
few technical people possess this power of attracting
people. That is why
"techies" seldom succeed as sales professionals. They
rely solely on the
facts and their technical knowledge. They treat all
customers alike. In fact
most have an underlying contempt for their customers
ignorance of a product
or subject, which some of them do not even bother to
conceal.
Personal Capital
The fact is that any salesperson's best asset is the
goodwill of their
customers. If you have built up a reputation for
honesty, courtesy,
knowledge and reliability , you have acquired real
"personal capital". No
one can take this away from you. No thief can steal it.
No one but "You" can
destroy it.
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In Closing:
Just as a successful sales professional, a true
measure of every persons
success is the number of friends they have
acquired through their life. Make
Friends. It's the secret of good management, of
a great salesperson. It's
the way to make any business succeed.
MAKE FRIENDS: YOUR SALES WILL TAKE CARE OF
THEMSELVES AND YOU WILL NEVER
LACK CUSTOMERS.
The aim of every company should be permanent
patrons, not people who buy
once and never again. New customers are far more
costly (in the way of
advertising or the work of canvassing for them)
than the time it takes to be
a friend.
Adios My Friends
Wild Bill Montgomery
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