Selling Skills Training | How You Can Make a Difference in Sales

One of the most powerful ways of winning against the competition is through the relationship that you build with your customers. You, and the approach you take, make the difference.

A good example of this is the way in which we all choose between supplies of very similar commodities. There might be four hairdressers in the town where I live, but I always go back to the same one, because I enjoy the company of the chap who cuts my hair, even though he is a little more expensive than the others.

You are unique. Remember that your relationship with the customer is the one thing that the competition cannot copy. In a close, competitive contest, your behavior and approach will make the difference.

“To give real service you must add something which cannot be bought or measured with money, and that is sincerity and integrity”.

Be visible. It goes without saying that if you’re not making the effort to stay in regular touch with your customers and prospects, you can quickly become invisible, and perhaps the representative of another company gets the chance to exert their influence instead. This is sometimes called “mind share”. Find reasons to call, to visit, and keep yourself at the forefront of the customer’s mind.

Push and pull. The key to maintaining a winning relationship that makes the difference in a sale is to achieve the right balance between ‘pushing’ and ‘pulling’.

Pushing means keeping yourself visible without annoying or irritating the customer with your constant “nagging”. Pulling means drawing the customer into relationship using “Business Doctor” skills for example, showing empathy, being curious, and adding value by being their “capable friend”.

“A relationship is based on two parties making an investment in it”.