What are the top networking skills sales reps need to build relationships?

As an entrepreneur, I've learned that building relationships in sales is all about the personal touch. I rely on active listening, empathy, and a knack for storytelling. Staying resilient, adaptable, and tech-savvy is also a must. It's not just about the product; it's about connecting with people.

The best thing you can learn as a sales person is how to build rapport. Selling is always about a connection between the buyer and seller. The more authentic and human you can be, the better. Be vulnerable, be human and be honest. Not only are you more likely to make a sale but you are more likely to feel good about it. You don’t need to be outgoing, pushy or aggressive to sell. You can be an introvert, you can be quirky, you can be odd. Just be yourself.

I have the most fun, and get the best results when I am genuinely interested in learning about the other person. Networking should begin with a lightness to it- enter into it with an open mind, an idea on where there might be shared value, and gratitude for the very first conversation.

from my point of view and experience in sales , the following pillars will have the biggest impact on building healthy business relationship 1. Active Listening. 2. Communication. 3. Relationship Building: beyond the sales mission. 4. Emotional Intelligence. 5. Problem-Solving skills. 6. Networking and Relationship Management. 7. Adaptability. it is always 2 ways street in any relation even in business model, what you put in is what you get out it .

Sales reps can thrive on effective networking skills, and fostering connections that lead to lasting partnerships. Here are a few skills that are effective that I've found: - Active Listening: Understanding client needs through attentive listening creates trust and shows genuine interest. - Communication Mastery: Articulate, clear communication is vital—whether in person, via email, or on the phone—to convey value propositions effectively. - Relationship Building: Cultivating rapport and maintaining relationships through consistent follow-ups and personalized interactions. - Strategic Networking: Identifying key influencers, leveraging social platforms, and attending industry events to expand networks strategically.

In the world of sales, my personal philosophy when dealing with a prospect is 60% listening and 40% talking, no more, no less. Anyone advocating for a 90% listening approach is steering in the wrong direction. We're not merely passive listeners; this isn't a therapy session. The key is to ask the right questions and listen attentively to the responses. Then, build on those answers with additional questions to uncover the true pain points, goals, and expectations. It's a strategic game of back-and-forth, a dance of questions and answers. So, let me ask you: How much time did you spend truly listening to your prospect in your last call? Was it more or less than 60%?

La dernière chose que vous voulez réaliser est de donner l'impression d'être trop dominant et égocentrique. C'est pourquoi vous faut d'abord écouter. En d'autres termes, posez des questions, écoutez leurs réponses et posez d'autres questions. Cela détendra la personne à qui vous parlez et cela montrera que vous êtes vraiment intéressé par ce qu'ils disent.

You're not selling, you're starting conversations. If you can give your mindset a slight tweak in this direction you'll open up new opportunities. This has been instrumental during my days as an Individual Contributor when going into a conversation with a prospect, I switched off that inner voice that constantly asks you "what angle can I take to sell them my solution", instead, go in there with the sole purpose of being curious about the person, their aspirations, their challenges and you'll be amazed what can happen.

Curiosity builds rapport faster than a firm handshake. When you're genuinely intrigued, you open doors to a deeper level of understanding your clients. It's not merely about what they say, but why they say it. It's the bridge that connects your authenticity to their needs, fostering trust and respect. You're not just inquiring; you're investing in their story, their challenges, their aspirations. That curiosity fuels innovation, as it pushes you to seek new solutions. In networking, curiosity isn't just a skill; it's the secret sauce that turns acquaintances into allies and prospects into partners. So, embrace your curiosity—it's the key that unlocks meaningful relationships and propels your sales prowess to new heights.

Empathy and Emotional Intelligence: Empathy allows reps to understand and relate to the emotions and perspectives of others, fostering better connections. Emotional intelligence helps in navigating conversations and understanding client motivations. Networking Etiquette: Understanding and practicing proper networking etiquette, such as introducing oneself, maintaining eye contact, active engagement, and being respectful, are critical for successful interactions.

Networking is something I enjoy, I understand it's not the case for everyone. I have always gone into networking with the mindset of finding a way I can help the person I'm meeting/talking to. What I mean is that I try to connect the dots. Sometimes it's even distracting whereby I ask myself, who in my current network could benefit from this person or vice-versa. It's called networking for a reason, you're just one connection in a network of people. Do that... connect them.

Really take the time upfront to understand the other person's what & why... Why specifically are they using this venue/medium to network? What is their ideal WIN or take away from this venue/medium? Can you provide value based on the answers to the above? It's a simple ice-breaker and any networking that is worth it's weight needs to be two way. SO run your quick and simple discovery and take it from there!

Strategic Questioning and Curiosity: Asking insightful and strategic questions helps sales reps gather relevant information about potential clients, their pain points, and needs. Curiosity drives meaningful conversations. Follow-Up Skills: Effective follow-up skills are crucial for maintaining connections after initial meetings or interactions. This includes sending thank-you notes, relevant information, or scheduling further discussions. Adaptability and Flexibility: Being adaptable to different networking environments and adjusting communication styles based on the audience's preferences or industry norms is valuable.

You have to SERVE before you DESERVE. That's something I heard about 2 years ago during COVID. In other words, if you want sometime's time, you have to make it worth their time first. Everybody is listening to one radio station in their mind Wii FM (What's in it For Me). So if you want some's attention when networking, you have to think WHY they should spend 1, 3, 5 or even 10 minutes networking with you. Are there questions that you can ask so that you are seen to be less of a 'seller' and more of a 'solver'. Which stories can you share so that you are seen as someone who understands their challenges? Which value-adds can you follow-up with so you are front-and-center as well as top-of-mind? Your network becomes your networth

Authenticity is received (the buyer) as much as it is given (the sales person). All 6 main items in this post are layers within being authentic, which also translates into networking success. The most authentic sales people I have worked with are those who genuinely believe what they have to offer (product/service) supports their client in the outcomes they are wanting/striving to achieve.

Sell THROUGH your network - not TO your network. It's hard not to feel pressure when you rock up to a networking event. There they all are. Prospects. Lots and lots of prospects. You feel pressure to 'work the room' so you come away with leads. But people have to buy YOU before they buy FROM YOU. So trying to push them or cajole them ain't going to work. And your prospects can sense that BS a mile off. Make yourself 3 promises: - I will show curiosity - I will create connection - I will generate conversation If you can do that, you're ahead of most salespeople who try to sell their product before they've succeeded in selling themselves :)

In my experience, an authentic salesperson is one who connects with me outside of planned meetings, holidays and sales quota time. I enjoy talking about current events related to my industry of higher education. A genuine touch-base to share insights is valuable to me.

Value-Oriented Approach: Offering value before expecting anything in return builds credibility. Providing helpful insights, resources, or solutions showcases the rep's expertise and genuine interest in helping the prospect. Relationship Building: The ability to nurture and cultivate relationships over time is key. This involves staying in touch, understanding the client's evolving needs, and providing ongoing support. Networking Persistence: Persistence is important in networking. It involves consistent efforts to connect, engage, and follow up with potential clients without being pushy.

Authenticity starts with approaching any call, meeting or networking engagement with humility. Rather than product/service led conversations, or I/me/our company statement, lead with curiousity to focus on the other person and what matters to them - this could be in or out of work. Rather than thinking "buyer/seller" relationship, start with "human to human" instead - if that works you can gain the right to move into what they care about as a buyer of goods and services who is looking for something to solve a problem and remove pains that impact them. The more you authentically demonstrate how you help others succeed, the more successful you will become.

Being adaptable goes beyond the type of venue. Understand your persona talk tracks. Who will you be interfacing at a networking event? What is their role? What is their personal WIN? What value can you add to this persona? Networking is never a one size fits all approach...

Il peut y avoir quelques moments gênants lors d'un événement de réseautage, mais quitter une conversation poliment peut être votre dernier obstacle pour faire une bonne première impression. Bien s?r, la fa?on dont vous terminerez votre conversation dépendra de si vous voulez rester en contact avec la personne ou simplement passer respectueusement à un autre contact possible.

Many of these could apply - however there is tons of great research about sales people who LISTEN more, can ADAPT more and that means you are more likely to be relevant and the conversation lead to conversion.

Networking Platforms Mastery: Proficiency in utilizing various networking platforms such as LinkedIn, industry events, conferences, and social gatherings is essential for expanding connections and accessing potential leads. Storytelling Skills: The ability to convey information or demonstrate value through storytelling makes interactions more engaging and memorable. Ability to Add Value in Networking Groups: Active participation and contribution to networking groups or communities by sharing knowledge, expertise, or resources can establish credibility and attract potential clients.

Respectful Networking: Respecting others' time, opinions, and boundaries during networking interactions is crucial. It fosters positive relationships and reflects professionalism. Networking for Mutual Benefit: Focusing on building mutually beneficial relationships rather than solely seeking immediate sales or transactions is important for long-term success. Cultural Sensitivity: Understanding and respecting cultural differences in networking, especially in global markets, ensures that interactions are respectful and conducive to relationship-building.

The worst thing you can do is meet someone once, then call upon them several months/years later because you need something. Key contacts and important people in your network should be treated as such - you can do this by showing you care about them such as: - Engaging/commenting on their SM posts - Sharing industry info or educational updates they may be interested in (don't be spammy though!) - Inviting them to events that may be valuable to them - Introducing them to people they may want to meet for their network Also dropping them a note on their birthday and congratulating them on their successes shows you're interested in them as a person. Consistency helps you build credibility and trust. Not a once off message into their DMs!

Consistency is the key to unlocking the true potential of networking. It's not just about making connections; it's about cultivating and maintaining them over the long haul. Regular communication and updates not only demonstrate your commitment but also keep you top of mind. Consistency builds a foundation of trust and credibility, turning casual contacts into enduring relationships. As you consistently deliver on promises and exceed expectations, you not only strengthen your network but also position yourself as someone others can rely on. Networking isn't a sprint; it's a marathon where the true value emerges through sustained effort and meaningful connections.

'Deliver on your promises' Make a note of those things you promise especially to people you sell to. There are few things that are more annoying in business than someone over-promising and under-delivering. It’s funny how the small stuff seems to matter. Sometimes it matters more than the big stuff. If you say you’ll call someone and you forget, the other person won’t forget. You might do everything else right but that missed call sticks in someone’s mind. Whatever you have promised becomes important. Email or message that person with the words: As promised. As promised, here is the document you asked for. Track every promise as a special delivery then deliver your promise.

From experience another key consideration I would highlight is patience. All of the above points are the mechanics that will contribute towards a successful networker - but only over time. Without patience and an acceptance that networking (in most cases) is a longer-term route to market, sales reps may become frustrated if there are minimal quick wins. Patience, along with consistency and tenacity at the right times across all sales tools, such as calls, online meetings, messaging platforms, emails and face-to-face alongside the aforementioned skills are fundamental to long term successful sales relationships.

ENJOY! enjoy curiosity and a genuine conversation. HOLD YOUR HORSES! ask questions before you pitch BE SELECTIVE: don't feature or info drop without understand what your prospect's top of mind is BE PRESENT: don't look like you're there to sell and move to the next "pocket" BE HUMAN: all of the above

Goal Setting and Planning: Having clear networking goals and a strategic plan helps in directing efforts towards desired outcomes and maximizing networking opportunities. Networking Follow-Up Systems: Establishing effective systems or tools to track and follow up with networking contacts ensures that no valuable connections are lost or neglected. Continuous Learning and Improvement: Sales reps should constantly seek to improve their networking skills through learning from experiences, seeking feedback, and refining their approach.

Follow-Up Skills: Consistent and timely follow-ups show commitment and interest. Sales reps should be diligent in maintaining communication post-sale to reinforce the relationship.