Are you ready to make scary-big sales? Would you like it to be easier to take scary-big risks?
To make scary-big sales, you have to discover – and prove you can solve – your client’s deepest real need. To make the discovery, you have to be in fairly frequent, friendly communication with your client. “Fairly frequent and friendly communication” tells us that relationship selling is a process that requires first that you grow a relationship.
There has to be intimacy
In my opinion, electronic communication alone won’t generate the kind of customer relationship and intimacy that makes the client want to trust you and tell you what he/she really needs this project or product to achieve. You have to know the deeper need that is beyond the stated requirements in the RFP/RFQ/bid package.
The best way to start and maintain a client relationship that proves you are there to solve real needs:
Be there (physically).
Be sincerely interested.
Be absolutely credible.
Be prepared with two or three good honest questions.
Ask one question, then…
Believe me. This works.
Do you think this could work for you? Are you willing to try? Please click “Comment” and let me know.