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

1 Listen First

The ability to listen actively is a cornerstone of sales and relationship building. If a client questions your relationship-building skills, first demonstrate your listening skills. Give them your undivided attention, acknowledge their concerns, and show empathy. By doing this, you communicate respect and understanding, setting the stage for a constructive dialogue. This approach not only diffuses potential defensiveness but also provides insights into the client's expectations and past experiences, which you can address directly with tailored responses.

2 Provide Evidence

Once you've listened to the client's concerns, it's time to provide evidence of your ability to build and maintain relationships. Use specific examples from your experience where you've successfully cultivated long-term partnerships or turned around challenging relationships. Describe the strategies you employed, such as regular communication, personalized service, or problem-solving. This concrete evidence demonstrates your competence and may alleviate any doubts the client has about your capabilities.

3 Show Adaptability

Adaptability is crucial in sales; it's about adjusting your approach to meet the unique needs of each client. When questioned about your relationship-building skills, illustrate how you've adapted to different personalities and business cultures to foster strong relationships. Discuss how you stay flexible and open-minded, ensuring you can connect with a diverse range of clients. This will reassure the client that you're capable of handling the nuances of relationship management in various scenarios.

4 Highlight Soft Skills

Your soft skills are just as important as your sales techniques. When a client challenges your relationship-building skills, shine a light on your communication, empathy, and emotional intelligence. Discuss how these skills help you understand and meet client needs, leading to more effective and satisfying business interactions. By focusing on these aspects, you demonstrate that you're not just a salesperson but a trusted advisor who values the client's perspective.

5 Offer References

To further validate your relationship-building prowess, offer references from past clients or colleagues who can attest to your skills. Having others vouch for your ability to maintain strong professional relationships adds credibility and can assuage any concerns. Make sure these references are relevant and can speak specifically to instances where you've demonstrated exceptional relationship management.

6 Discuss Strategy

Lastly, discuss your strategy for building and maintaining relationships. Explain how you plan to stay engaged with the client, understand their business goals, and deliver consistent value. Outline your approach to regular check-ins, feedback loops, and how you handle conflicts or challenges. This proactive planning shows the client that you're not only capable of building relationships but committed to sustaining them over the long term.