Relationship selling its all Common Sense

The one tried and true lesson I’ve learned is this: People buy from those they know, trust and respect. It’s called “relationship selling”. No matter how old fashioned you think, it works.

The only way to create that trust and respect is to know your client, anyone who says trust me doesn’t get my trust until they have shown to be trustworthy and that takes time. It is then you've earned a relationship based on mutual trust and respect; it is then you've earned a right to ask for your client’s business.?

You will know what type of meetings their clients prefer. What time is best to call to get through, what day they are busiest.

Those who need to go home after work won’t enjoy happy hours, a ‘night owl” won’t like early breakfast meetings, some like?office meetings only, some prefer golf outings, and teetotalers will shun the?boozy lunch.?

A good relationship requires more than knowing your clients' meeting preferences.?You will know their passions, goals, objectives, both personal and business.

Don’t send doughnuts to someone on a diet, booze to an alcoholic or books to a dyslexic.

Take the time to find out more than what they do. We are all more than what we do for a job and effected by so many influences that cause someone to react a certain way. Take the time to find those out and then focus on the support he needs what you can offer. To you it might not be an issue your perspective will be very different to theirs. Look at it through how they see it then work out a plan that suits them not you.

"If a man is drowning in a lake on a hot day you don’t offer him a glass of water because you think he could be thirsty." - Matt Murray

Know your client; let your client know you. If it is a transactional relationship then you can be replaced as easily as you can replace them. Take on an abundance mindset where you give more of yourself. If its not reciprocated you have found a valuable lesson and lost very little. Spend less with the transaction focused clients and more with the abundant until all you do is work with the abundant as they grow you will.

Be the person that offers first, shows first.?Don't be afraid of being burnt by a bad experience as that will be 10% of life but if you focus on that 10% it will become your 90%. Successful relationships are based on both partners focusing on the 70-80% that is right not focusing on the 20-30% they don't like.

Everyone talks, then shouts but who is doing the listening. Not many people take an action and deliver on what they say. The competition isn’t great if you can prove yourself consistently. In learning those things, your client will know you. They will know you care, you have attention to detail and in a room of people shouting they will want to listen to you.?

This is the essence of relationship selling. If you want to see this in action in the form of Un-networking come to one of our events and use some Common Sense. To enhance yourself and meet the people you need to surround yourself with abundance. "You have to be in the room" to experience a Common Sense Event