Building Sales Relationships Washington DC

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Building Relationships with Buyers

1. Always represent a product or service you firmly believe in. When you truly believe in the product or service you represent, this comes across in your presentations of that product to prospective buyers. Your firm belief in the product – and in its ability to fulfill a need they have for it – will be evident to the person to whom you present the product. In fact, many salespeople who are successful actually express their own strong personal belief in the product, while giving their presentation. It can also be impressive for salespeople to cite their own positive experiences with the product and/or examples of positive experiences others have had with it.
2. Confident and sincere representation usually works far better than high pressure selling. Some salespeople push their prospective buyer for a decision and many times this will force a “no” answer out of them. It is better instead to represent your product with sincerity and confidence, allowing the buyers to be drawn into the presentation, so that they begin to see that the decision to buy from you is in their best interest, rather than being in your best interest. When buyers believe a salesperson is simply trying to “score a commission”, this can sometimes be a turn off to them. There is a difference between being overly pushy and highly confident, and most buyers are very experienced in spotting the difference.
3. Create an ongoing relationship with buyers whom you successfully sell a product to. It can really impress buyers if you will follow up with them, to see how things are going with the product or service they bought from you. This can be as simple as giving them a brief phone call or e-mail to simply ask them how things are going with the product. Over time follow-ups will help you establish an ongoing relationship with buyers so that it is easier to make future appointments to sell additional products to them. An established relationship gives you an open door of welcome to visit the buyer, rather than taking a lot more effort just to get a short meeting with them....

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Author: James Lowrance

Sandler Training - McDonell Consulting & Development

Sandler Training is a world leader in innovative sales and sales management training.

410-420-7277
407 E. Churchville Rd
Bel Air, MD
www.mcdonell.sandler.com

McDonell Consulting and Development, Inc. (MCDI),
an authorized licensee of Sandler Training, is a Maryland based premier sales training, management
development and consulting company.

Founder and President, Chris McDonell, is a strategic and results oriented senior executive leader with over 19 years of experience delivering measurable results in sales,
management, and corporate training.

We are uniquely qualified to help all businesses, on local, regional and national levels, to identify and implement successful sales tactics from prospecting, to closing the sale & customer retention. We are able to develop innovative solutions for management that will improve team leadership and motivation, create accountability, resolve conflicts and foster a positive work environment.

Not only will we provide the initial and advanced sales and management strategies and tactics needed to excel; our training enables people to develop the attitudes and implement the behavior necessary to reach the highest levels of success.

Just like any athlete, raising key performance levels takes continuous training and commitment. MCDI
works with individuals and organizations who are serious about ongoing performance level increases for
either themselves or for their organizations.

– http://www.mcdonell.sandler.com