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How to: Personal Selling - Coggle Diagram
How to: Personal Selling
Build Positive Relationship
What you think
Have the right mind-set!
You must
think
that relationships are important.
You must
believe
that you are someone with whom other people would want to have a relationship.
Why would they want to?
Because you
have experience, training, skills, abilities, knowledge
(or all five) they value.
You must also think well of others and learn
to think as much as you can from the other person’s point of view
.
What you ask
Ask the right questions.
You also must ask them in the
right way for the right reasons
.
The goal through asking is to
discover common ground
—mutual friends, interests, or concerns.
Or if there is
no obvious common ground
and the other person cares passionately for something about which you know little, your goal should be to
learn from him or her
.
What you do
Demonstrate your
professionalism, integrity, caring, and knowledge
, and, when appropriate, do unexpected, inexpensive, and thoughtful acts based on what you’ve learned about the other person.
4 Fundamental Truths of Selling
Without meaningful dialogue, there is no selling.
The buyer and seller must communicate so they both understand the need (which, initially, may not even be clear to the buyer) and how the product meets that need
. Good relationships facilitate meaningful dialogue.
Where trust and rapport are strong, selling pressure will always seem weak
If buyers believe or know the seller has their best interests at heart, they listen to the seller’s suggestions with an open mind.
Good relationships build trust and rapport.
Where trust and rapport are weak, any selling pressure will appear strong.
This perception of pressure can have a negative impact on sales. A buyer who believes that the seller only cares about his own interests will be skeptical, even hostile.
Good relationships minimize negativity in a sales situation.
The more you learn from customers, clients, and coworkers, the more likely you are to have personal relationships with them.
The better the personal relationship, the greater the trust and rapport between people
Relationship Selling Process