| Building solid relationships is one of the core | | | | challenges they are facing or the pain they are |
| principles of Relationship Selling. But building a | | | | suffering. Identify the key points and gather the |
| relationship with your customer/prospect is not | | | | information. This goes a long way in being able to |
| something that happens overnight. Just as you | | | | provide them solutions that will help build a solid |
| would nurture and care for a garden in order to | | | | relationship. |
| see the fruits of your labor, building a good, solid | | | | 4. Take Notes - Actively take notes and write |
| lasting relationship with your customer/prospect | | | | down keywords that your prospect/customer |
| takes the same amount of effort and time. One | | | | uses so you can relate back to those words. |
| of the key components of building a relationship is | | | | Talking in your prospect/customer's language |
| developing effective listening skills. Everyone thinks | | | | resonates with them and helps them relate back |
| they listen, but very few actually effectively listen. | | | | with you. This helps in building a stronger bond |
| Here are 5 easy exercises to help improve your | | | | between you and your prospect/customer. |
| listening skills and set you on the path to building | | | | 5. Do Not Interrupt - Don't be thinking about what |
| those relationships which will result in customer | | | | you want to say next. Focus in on what your |
| retention, referrals and best of all, more sales. | | | | prospect/customer is telling you and let them |
| 1. Practice makes perfect - you didn't get behind | | | | finish their thoughts before you begin talking. |
| the wheel of a car and take your test the next | | | | Nothing turns someone off quicker than talking |
| day right? Well, learning how to effectively listen | | | | over them, interrupting them or trying to control |
| takes time and practice. Improve on your skills | | | | the conversation. The key here is to make them |
| and practice daily until it just becomes a part of | | | | feel you are genuinely trying to help them solve |
| how you interact with others. | | | | their problems/pains. Be aware of when you |
| 2. No distractions - did you ever have your child | | | | interrupt; start to become cognizant of when you |
| bothering you while you were on the telephone | | | | are talking. If you start interrupting, then it |
| with a friend? How much of that conversation do | | | | suddenly becomes all about you and the sale and |
| you think you might have missed? Chances are, if | | | | not about them. |
| you are like the majority of people, when | | | | Learning how to effectively listen is a very |
| distractions get in the way, listening skills go down | | | | powerful skill and it goes a long way in helping you |
| the toilet. If you really want to hear what your | | | | when it comes time for the negotiation. Have fun |
| customer/prospect is saying, then shut out the | | | | and start practicing effective listening skills. Train |
| noises and be present in the conversation. | | | | yourself to be a good listener in your everyday |
| 3. Listen for feedback - in other words, listen to | | | | life and it will naturally flow into your professional |
| the content they are providing to you; what | | | | life. |