| Most people conjure up socializing when they here | | | | Prepare Yourself |
| the term relationship selling. In business | | | | 1. Practice getting information and developing |
| relationships are all about helping each other | | | | rapport without lunch, golf etc. |
| survive and prosper in their jobs. Socializing should | | | | Assume you have no entertainment budget. How |
| be a byproduct of good relationship selling. | | | | would you get it done? |
| If I'm a C-Level executive decision maker, a | | | | Hint: Focus the conversation on this key |
| relationship would mean providing me with | | | | executive, but stick with work related topics that |
| solutions to problems such as, taking care of my | | | | involve your expertise. Caution: Don't keep talking |
| employees, saving me money, helping me beat | | | | about how you or your company can help him. |
| competition, making it easier for more sales, etc. | | | | Rather keep asking about his problems, as they |
| If you can deliver, and I see it's you that makes | | | | relate to your business, and what he wants to do |
| it happen, then I want to continue working with | | | | about them. |
| you and possibly socialize with you. | | | | For example ask, "What are your issues and |
| Socializing can be great fun, but unless the | | | | concerns as it relates to..." |
| conversations during those encounters goes to | | | | 2. Don't assume you know what every High Level |
| building trust around you professionally, that | | | | Executive wants. You'll be wrong. Besides, |
| socializing will not produce more sales. In other | | | | executives feel good when they have a chance |
| words, when you're in that golf cart or at that | | | | to discuss what they want and this will go a long |
| dinner, your discussions needs to be establishing | | | | way to developing your credibility. |
| credibility. The best way is to show these | | | | 3. So ask him, "What would I or my competition |
| C-Levels how they can get what they want | | | | have to do or provide to make you feel great |
| through you. Then getting his or her commitment | | | | about this problem, project or sale?" |
| that s/he will give you a chance to prove it or | | | | Then dig deeper and ask, "How come this is so |
| meet with you further. It is amazing how many | | | | important to you?" |
| seasoned sales people feel relationship selling is | | | | What you'll learn will help you prepare a potent |
| socializing. They strive to entertain and are | | | | presentation for this person |
| shocked when they don't get preferential | | | | 4. Practice Golden Silence. That is, keep your |
| treatment when it comes to winning a sale. | | | | mouth shut, no matter what's said and no matter |
| One of my medical services clients used to drop | | | | how badly you want to address it. Say, "Um hum. |
| off donuts and other treats every time they | | | | What else?" |
| visited a doctor's office and chit-chat with the | | | | You'll be amazed what you'll learn if you don't |
| staff about kids, vacations and sports. They truly | | | | interrupt. |
| believed they were developing relationships that | | | | 5. Go back to your office and outline your plan on |
| would insure more business. After working with | | | | how you'll give him what he's told you he wants. |
| them we switched the conversations to helping | | | | If he buys it, every time you hit a milestone on |
| them solve their patient and doctor problems. As | | | | that plan, make a point to let him know it - in |
| a result, business tripled. | | | | person is always best, or by letter, card, note, |
| Too much time is wasted and too much money is | | | | email; phone call, voicemail; lunch, golf, etc. |
| spent trying to get friendly. The people that are | | | | 6. Broadcast your accomplishments. Let him know |
| impressed with social encounters and gratuities | | | | it took effort to make it happen. This is called |
| are usually lower levels and do this with all | | | | getting associated with the solution. If you don't |
| vendors, meaning no one gets a competitive | | | | make follow-up visits after the completion or |
| advantage. Social relationships will not bind you to | | | | delivery, you'll never be considered special or |
| an individual professionally. Delivering results that | | | | develop a working relationship. Then, ask this |
| help him or her solve business problems will. | | | | executive and his associates to lunch, golf, etc. |
| Besides, some people don't what to get friendly, | | | | 7. When there are problems, ask for your buyer's |
| especially the higher titles. They want to focus on | | | | suggestion to correct them. Don't argue or try to |
| getting problems solved and making money. They | | | | justify. Tell him you will look in to it and promise |
| want to spend what little time they have with | | | | to get back with an appropriate solution. |
| their families and their own friends. Some may | | | | Start working these 7 tips and you'll soon be up |
| feel it's unethical or are prohibited from socializing. | | | | close and professional with top level decision |
| However, all buyers want solutions and profitable | | | | makers. You'll close more deals, attain preferred |
| relationships develop with those that deliver. | | | | status, and make more money. Don't and you'll |
| So here are some tips for developing professional | | | | stay the way you are. |
| relationships. | | | | And now I invite you to learn more. |