Open Up Those Wallets...

There has been allot of buzz lately on whether or not our economy is turning around. 
Some say we have a ways to go, others say we are on the upswing, and still others say we are hitting the "double dip" and that we are about to dip back down again......
Who's Right?

That's a tough one. 

To answer that I can only use my own personal experience. 

Based on my experience and of those around me - money is tight...really tight.

Companies are hesitant to spend their money.  They are hesitant to go ahead and make major purchases, long-term commitments, and get caught in anything that might harm them down the road.  They just don't trust yet. 

I know for myself as a consumer, I tend to feel the same way.  I'm OK with the smaller purchases, a buck here and there, but get me to commit to a 3 or 5 year term and I'm going to pull the brakes.  I just don't know where I will be then- even with good planning - things can change.  I learned that from this last go around.

So knowing that - how is it that as Sales Professionals we can still stay in business?  How do we work with our customers in trusting, and moving forward?

The answer?  Well its been the same it always has, only now its more important than ever.....

Relationships!

We need to build LONG, trusting relationships with our customers. 

With a relationship we have trust.  When someone trusts you they will be more likely to tell you information - even bad information.  They will know they can trust you, they can rely on you, you will do the right thing for them.  When you do the right thing by them, then they can do the right thing for their business - and a partnership forms.

With this partnership you can achieve more. 

A customer may be at a low point in their business right now.  They may be looking for a company to work with them, to ride it out, and when they do come out of it, guess who they are going to call?  You.

You need to make yourself indispensable.  The ONLY way to do that is to start with a good relationship.

So how do you build a good relationship?

Well there are many ways.....but for today lets start with one key technique - be selfless!

We need to truly and honestly care for and about others. 
This means we ask questions about others.  We listen to them, we hear them, we open our ears and hear exactly what they are saying versus what we want to hear.

Seem simple?  Maybe not...

Try this simple technique next time you are talking to someone. 
Really, truly listen to them -and pay attention. 
Then ask yourself a few questions:

• Are you listening for a pause so that you can speak? 
• Are you really hearing what they are saying? 
• Who are you thinking about?

Chances are we aren't truly listening to them.  We are listening to what we want to hear and waiting for our opportunity to speak.

Its OK, we are all like that today.  We have become multi-tasking geniuses.  We get more done faster, and with less resources.  With this achievement we have also ignored a key aspect to life - communication, interactions, and engagement!
Without this we forget how to deal with people.
But, have no fear - this too shall pass.  Because now you have become aware of what you are doing.  Now you  have a tool to remind you to pay attention and listen. 

Now you are no longer ignorant to what you are doing - so NOW you can stop it! 
You can change! 
And you can be well on your way to being in a stronger relationship with your customer!
Without trust you have nothing - with a customer's trust you have everything.

Good Selling!