Five Basic Elements of a Sales Relationship by Helaine Iris
I've seen it over and over - small business owners who get nervous and uncomfortable when it's time to assume the role of salesperson. Sales are the backbone of your company's health and most entrepreneurs are not trained sales professionals. In fact, most business owners are reluctant, resistant sales people, worried about being perceived as pushy, or worse yet, sleazy and as a result, they don't get out and sell.
It seems to be a universal, ever present, nagging concern: How do I present myself in an authentic, effective manner that makes me feel comfortable and accomplish my sales goals all at the same time?
Here's how to create an authentic and powerful transformation. Move from your worried perception of yourself as a sales persuader targeting a victim with money, to a professional consultant whose goal is to partner with a customer to help fulfill their wants, needs and desires.
Sounds better already, doesn't it?
These are my 5 key elements of a professional, comfortable, consultative relationship:
Honesty and Candor Communicate clearly what your product or service can and cannot provide, even in the face of losing the customer's business.
Peer-Level Perception Present yourself as a colleague; a peer who is jointly evaluating with the buyer, whether a business relationship will be mutually beneficial.
Patience to Allow a Relationship to Develop Sometimes you can hit it off immediately with someone; other times it can take months for the relationship to develop. It's ok to let time take its course.
Respect Although you may not be friends, respect what the buyer's values and intent are, and the buyer will respect your approach to business and your professionalism.
Trust Hold the perspective that you will sell to the "right" buyer. Trusting that true needs will be served, if the buyer is a good fit it will keep you relaxed and enjoying the process.
About the author: Helaine is a Life and Business Coach, who has been featured in numerous publications, including "O" The Oprah Magazine. She helps entrepreneurs accelerate their professional success, while achieving a more fulfilling personal life. She combines a broad range of professional experience in her work, including management positions in the education, training, retail and international non-profit sectors. For a free consultation, contact her at 603.363.4252 to discuss how she can help you accelerate your own success. You may also visit her website, Path of Purpose, for additional information, or email your questions to firstname.lastname@example.org