Relationship selling trumps egocentric sales every time
So many factors depend upon your doing right by the clientele and those with whom you come into contact, that even if you lose the sale, you still have much to gain. A solid reputation is key for thriving in any arena.
On the other side of the coin, when prospective hiring companies or clientele are approached from your own perspective, you talk more than listen, and do not appear to be genuinely interested in what they have to say, you make a terrible first impression that creates a mark against your personal brand.
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Relationships may be built even during a disagreement. This is the perfect time to have an open discussion about the two very different perspectives. Not everyone is willing to pursue this type of discussion. You will soon know it is a good match or not, and whether to move on to save precious time. But when you find those willing to listen to your ideas and reconsider, and you do the same, then you both have much to gain.
An excellent example of what may occur when one takes the egocentric approach occurred. A professional salesman posted an insightful article yesterday. As with anything, it’s always possible to poke a hole. To continue with potentially building relationships online, a good approach when disagreement appears, is to either privately message the person, or, politely add in the comment section, “…and you might also consider…”
Unfortunately, someone chose to bully the author of the article. It was ugly, unprofessional, and uncalled for. In the rant, he called the information completely out of style for this century, and that the man should retire, using demeaning vocabulary.
My response back was that one element will never go out of style and that is proper Etiquette. Colleagues chose to support the person being attacked by also posting insightful comments. On occasion, most people will receive a negative comment in one form or another. Belonging to a collaborative group helps enormously.
The important lesson is no matter what, stick to your priorities and values while not letting bullies get to you. When you authentically work to build the relationship, trust builds to your benefit.
Sound relationships and genuine caring to do right by the hiring company or client will lead you, far more frequently, to the Smooth Sale
Read Addtional Strategies and Techniques:
Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks
HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press
