Comments on: 5 Elements of a Sales Relationship

By: Michael Pollock

Michael Pollock — Mon, 01 Feb 2010 12:20:44 +0000

Well-said Neil.

By: Neil

Neil — Sun, 31 Jan 2010 17:13:23 +0000

I’ve been involved in Sales & Marketing for more years than I am willing to admit in this public forum. The best tip I could contribute to this piece is that the quality of the “relationship” you establish with your customer (or your customer’s customer) should become as the over-riding business driver in everything you do.

Case in point. A good friend of mine sold his painting business for $5.5 million USD. Less than 2 years later, he bought back the business (coming out of retirement) for $2.5 because the new management team didn’t get it that competing on bid price alone wasn’t a winning formula.

The key is.. say what you mean and mean what you say and understand that your word is your bond and that actions speak louder than words and you MUST walk your talk.

By: Katrina

Katrina — Mon, 02 Feb 2009 15:20:31 +0000

Great topic and post, i would recommed this for people starting out a new business. Worrying about self image limits productivity and efficient handling of a business.

By: Bodybuilding Workout

Bodybuilding Workout — Mon, 17 Nov 2008 01:09:05 +0000

Some good tips here…

When I became a personal trainer I never realized my success wasn’t going to be dependent on my knowledge of exercise and fitness but rather on my ability to sell myself!

You can include me in the crowd of folks who’s not completely comfortable “selling” yet…

By: Nancy Sutherland

Nancy Sutherland — Sat, 01 Nov 2008 17:24:31 +0000

I find that many business owners are uncomfortable with the sales end of it because they take it too personal (particularly women) What I have found is focusing on what you can do to add value and solve a problem for your potential clients is the best mindset. A servant’s attitude will build relationships that will turn into loyal customers for life!

By: Jonathan Clark

Jonathan Clark — Wed, 15 Oct 2008 13:28:29 +0000

Brilliant article – I totally agree with you and I’d love to share this page with my students. Would that be OK?

By: Jhonny

Jhonny — Sun, 12 Oct 2008 12:23:00 +0000

Awesome post, shows out a great point.

By: Trevor Emdon

Trevor Emdon — Mon, 18 Aug 2008 10:54:47 +0000

Helaine, great post! I think you hit the nail on the head in the opening paragraph – being worried about self image, (or how you’ll be perceived), is paralysing.

As a life coach and NLP practitioner I have worked with many people over the years on how to stop worrying, and that simple shift in self image/self belief can be the master key to success in itself!

Confidence, (and hence many sales), in short, comes from a belief in self, not from a belief in the product, however good it is. Do you agree?

By: Layla

Layla — Fri, 18 Jul 2008 14:14:42 +0000

I wish businesses took more of these approaches towards clients. I completely agree with David.

By: David

David — Tue, 27 May 2008 03:12:11 +0000

Exactly right! Most business owners are reluctant to tackle sales! I have found that they are indeed afraid of being pushy.If they only realized that you don’t have to, if you just ask the potential client what they wan’t then sell it to them!

By: aikaz

aikaz — Fri, 16 May 2008 22:35:07 +0000

If you want to attract your customers to buy your products or services, approch them with heart. Talk honestly and be a good listener. Do not talk too much unrelevant and abstract. Enhance your sales to be proactive and promise with some bonus if meet the target. Treat them as your family. We go at the same direction with same vehicle. Enhance your staff selling skills and monitor their performance regularly. Your success then very close.

By: SystemsThinker

SystemsThinker — Wed, 07 May 2008 18:42:33 +0000

This is a really good topic. You start a small business due to your product or service, but then suddenly have to sell. It’s easier if you really believe in what you are offering and that it fills a true need. I think part of the trouble is when people create a business just to make money without something they really care about that means something beyond the money. Then you feel you’re really just exploiting customers rather than truly partnering in a win-win situation.

By: website design

website design — Tue, 06 May 2008 16:04:26 +0000

A successful sales campaign starts with untested leads and ends with new customers. Whether your normal sales cycle is 12 days or 12 months, every sales campaign includes these basic elements:

Leads are names and contact information gathered through direct mail, advertising, public relations, trade shows, networking, referrals, business directories, acquired lists, or trade and professional groups.

Introductory letters
break the ice and prepare prospects for your call. Indicate how you got the person’s name (especially if it’s a referral), describe some of the benefits of your product or service, explain how you’ve helped similar prospects, and close with a promise to call.

Cold calls are unscheduled contacts with prospects and can be effective tools for setting appointments and qualifying prospects. During a cold call, you should briefly state the benefits of your product or service, learn about the prospect and his needs, and ask to meet.

Literature is mailed to those customers who request information. Ask questions to determine the most appropriate and applicable material to send. Flag or highlight important sections. Include a personal note and specify when you will follow up.

Appointments facilitate face-to-face meetings and sales presentations. Spend plenty of time asking questions and listening to what prospects have to say in order to tailor a solution to those particular needs.

By: John Gillett

John Gillett — Tue, 15 Apr 2008 19:15:36 +0000

Excellent advice…and as you’ve noted, honesty and candor are most important in any relationship, and sales is no exception.

By: Ken Davis

Ken Davis — Wed, 09 Apr 2008 00:25:31 +0000

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Thanks again,
Ken Davis