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What do you do if your client questions your ability to build and maintain relationships during an interview?

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Facing a challenging question from a client about your relationship-building skills can catch you off guard, especially during an interview. In outside sales, where trust and rapport are paramount, your response can make or break the deal. You need to convey confidence and demonstrate your ability to connect with clients on a deeper level. This article will guide you through handling such a situation with poise and professionalism, ensuring you leave a positive impression and move forward in the sales process.

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Rusty Dyson

Owner, Dyson Associates LLC

1 Listen Carefully

When a client questions your relationship-building skills, it's crucial to listen intently. By fully understanding their concerns, you can tailor your response to address their specific doubts. Listening also shows respect and begins the process of building trust. Acknowledge their question and express your appreciation for their candor. This sets a positive tone for the conversation and demonstrates your commitment to effective communication, a cornerstone of successful relationship-building in outside sales.

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Rusty Dyson

Owner, Dyson Associates LLC
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One thing I’ve noticed over the years in both selling and being sold to, one party is sometimes not really listening to the other. They just use the time formulating what they are going to say next rather than really listening to the other speaker. This often leads to poor communication and lack of understanding of the real problem facing the customer. Always listen carefully then formulate your response accordingly.

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2 Provide Examples

After listening, it's time to respond with concrete examples of your past successes in building and maintaining relationships. Share stories that highlight your ability to overcome challenges and nurture long-term partnerships. Be specific about the strategies you used to foster trust and rapport with clients. These anecdotes serve as evidence of your skills and reassure the client of your capabilities. Remember, tangible results speak louder than generic claims, so focus on outcomes that reflect positively on your relationship-building expertise.

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Rusty Dyson

Owner, Dyson Associates LLC
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There is nothing more powerful than relating personal testimonies of past experiences. Sometimes the experience can be failure but the rebound from failure to success is always a fascinating and riveting story.

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3 Highlight Adaptability

In outside sales, adaptability is key. Stress your ability to adjust your approach based on different client personalities and needs. Emphasize that building relationships isn't a one-size-fits-all process and that you excel at creating personalized strategies to connect with each client. This shows that you're not just skilled at forming relationships but also at maintaining them by being responsive to changing dynamics and feedback.

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Rusty Dyson

Owner, Dyson Associates LLC
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The old story about trying to fit a square peg in a round hole is another example of how trying to make a “one size fit all” approach can be hazardous to a salesperson’s success. I bought 3 suitcases one time and instead of having to carry all 3 separate cases to my car, I found that the smallest suitcase would fit perfectly inside the next largest case, and then both of those cases fit perfectly inside the largest case so that I was able to carry the one suitcase to my car. A perfectly designed plan works much the same way. Everything works together in harmony for the complete design to function at maximum efficiency .

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4 Discuss Follow-Up

Discussing your follow-up strategy is an excellent way to illustrate your commitment to relationship maintenance. Explain how you keep in touch with clients, whether through regular check-ins, updates on new products or services, or simply by being available to address their concerns. Your follow-up plan should convey a clear message: you're not just there to make a sale; you're there to provide ongoing support and create a lasting business relationship.

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Rusty Dyson

Owner, Dyson Associates LLC
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Follow up is key. Those who do a good job at following up usually retain their business relationships for long periods of time. When someone is committed to always following up, customers will actually pay a higher price just to enjoy this level of service. Great Customer service is a valuable commodity in today’s world!

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5 Emphasize Soft Skills

Soft skills like empathy, patience, and active listening are crucial in outside sales. Highlight these attributes when discussing your ability to build relationships. Explain how these skills help you understand client needs and provide better service. By emphasizing soft skills, you show that you're not just focused on the transactional aspect of sales but also on the human element, which is vital for building trust and rapport.

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6 Reflect Positivity

Lastly, maintain a positive and confident demeanor throughout the conversation. A positive attitude can be infectious and helps reinforce the idea that you are someone who clients would enjoy working with. Confidence in your abilities reassures the client that any doubts they may have are unfounded. By ending the conversation on a high note, you leave a lasting impression that you are competent, capable, and ready to build a successful partnership.

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Rusty Dyson

Owner, Dyson Associates LLC
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Just about everyone loves a positive person and positive vibe. Dealing with negative people can cause a depressing feeling that rarely results in a good outcome. People innately want to feel happy and if your positive attitude makes them feel happy they are much more likely to buy what you are selling.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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What do you do if your client questions your ability to build and maintain relationships during an interview?

1

2

3

4

5

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7

1 Listen Carefully

2 Provide Examples

3 Highlight Adaptability

4 Discuss Follow-Up

5 Emphasize Soft Skills

6 Reflect Positivity

7 Here’s what else to consider

Outside Sales

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What do you do if your client questions your ability to build and maintain relationships during an interview?

1

2

3

4

5

6

7

1 Listen Carefully

2 Provide Examples

3 Highlight Adaptability

4 Discuss Follow-Up

5 Emphasize Soft Skills

6 Reflect Positivity

7 Here’s what else to consider

Outside Sales

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