Building relationships is a crucial aspect of sales, as it helps to establish trust and credibility with customers, leading to increased sales and customer loyalty. Jeffrey Gitomer emphasises the importance of relationship building in sales and provides valuable insights into how to effectively build and maintain relationships with customers. Here are five ways to build relationships in sales, drawing on Gitomer’s teachings.
Listen to Your Customers
One of the most important things you can do to build relationships with your customers is to listen to what they have to say. Pay attention to their needs, concerns, and interests, and be genuinely interested. This helps to establish trust and credibility and shows your customers that you care about their well-being. According to Gitomer, “People don’t care how much you know, until they know how much you care.” By taking the time to listen to your customers, you demonstrate your commitment to their success, which in turn builds trust and strengthens your relationship.
Be Authentic
Being authentic is essential to building relationships in sales. Customers appreciate salespeople who are genuine and transparent, and who aren’t afraid to be themselves. By being authentic, you build trust and credibility, and establish a connection with your customers that sets the foundation for a strong relationship. According to Gitomer, “Authenticity builds trust, and trust builds business.”
Follow Up
Following up with your customers is another important aspect of relationship building in sales. According to Gitomer, “The fortune is in the follow-up.” It shows your customers that you care about their needs and are committed to helping them succeed. Whether it’s through email, phone calls, or in-person visits, following up with your customers demonstrates your commitment to their well-being and helps to build and maintain strong relationships.
Focus on the Customer
It is essential to put the customer first and always consider their needs and preferences. According to Gitomer, “The customer is always right, and the sale is always about them.” This includes being patient and understanding and taking the time to listen to their concerns. By focusing on the customer, you show that you value their business and are committed to helping them succeed. This helps to establish trust and credibility and sets the foundation for a strong relationship.
Be Confident
Confidence is key to successful sales and is essential to building relationships with customers. Project a positive attitude, maintain high energy levels, and approach each sale with confidence. This helps to build trust and credibility and demonstrates your commitment to your customers’ success. According to Gitomer, “Confidence is contagious, and contagious is good for sales.”
Building relationships in sales is a crucial aspect of success and is essential to increasing sales and customer loyalty. By listening to your customers, being authentic, following up, focusing on the customer, and being confident, you can establish trust and credibility with your customers, and build strong, long-lasting relationships that drive success.
Providing Value to Customers
Providing value to customers is a crucial aspect of successful sales and a key factor in building trust and credibility with them. Jeffrey Gitomer has provided valuable insights on how to effectively provide value in sales.
Know Your Product and its Unique Selling Points
To provide value to customers, you need to have a deep understanding of your product or service, including its features, benefits, and unique selling points. Gitomer says, “The more you know, the more you sell.” Knowing these details allows you to effectively communicate the value of your product and help customers make informed purchasing decisions.
Listen to Your Customers and Understand Their Needs
Providing value to customers requires understanding their needs and providing them with solutions that meet those needs. This involves listening to your customers, understanding their pain points, challenges, and goals, and offering them solutions that will help them succeed. Gitomer states, “People don’t want to buy a quarter-inch drill, they want a quarter-inch hole.”
Create a Positive and Memorable Customer Experience
Providing a positive customer experience is crucial to building strong relationships with customers and is a key aspect of providing value. This involves creating a welcoming and comfortable environment, being friendly and helpful, and making customers feel valued and appreciated. Gitomer says, “A customer will only buy from someone they like, trust, and believe will deliver.”
Personalise Your Approach to Meet the Unique Needs of Each Customer
Providing value to customers also means tailoring your approach to meet the unique needs of each customer. This requires taking the time to understand their individual needs, preferences, and challenges, and adjusting your approach accordingly. By doing this, you can provide a more personalised and effective solution and build stronger relationships with your customers.
Provide Educational Resources and Expert Advice
Providing educational resources and expert advice is another way to provide value to customers. This can include offering helpful tips, providing information on industry trends, and offering expert advice on how to use your product or service effectively. By doing this, you demonstrate your expertise and commitment to helping customers succeed and build trust and credibility with them.
Building Relationships in your Sales Teams
Providing value to customers is a critical aspect of successful sales and is essential to building trust and credibility with them. By knowing your product and its unique selling points, listening to your customers, creating a positive and memorable customer experience, personalising your approach, and providing educational resources and expert advice, you can effectively provide value to your customers and build strong, long-lasting relationships.
