When it comes to selling value, there is no doubt that relationships are important. Not only do long-term and trusted customer relationships provide inside knowledge and an advantageous seat at the table, but, done right, they lead to greater revenues and higher profits.
Even though sales come easier if you build rapport, some client relationships create profitable revenue and others do not. If you think that you have great “heart share” but are lacking “wallet share” with your clients, strengthen these two areas to get better results:
- Know Your Client’s Business. While it is great that you know your buyers personally, you need to know their business and how to help them succeed even better.
- Know Their Professional Aspirations. Make it your goal to understand how your buyers are measured and what they want to achieve professionally. Then focus on helping them to make their professional success a reality.
No comments:
Post a Comment