Training Programs

What are you really selling?

Did you know that if you're selling services or high-value products then you're not in the business of selling products at all? You're in the business of selling relationships.

This is what your customers are really seeking to buy and you can blow your competition out of the water by recognising this and developing it. Through selling the relationship you have the value advantage.

The process of selling solutions is a process of matching up your business offerings with the needs, wants and desires of your customers. Focusing on sales and transactions is a mismatch in this scheme of things. Your customers are looking for a business partner, someone they can trust to walk into new territory with. Matching up with your customers wants are vital and understanding that it's a relationship they are after is the key.

Deliver the relationship first then you'll be trusted to deliver the solution

You don't have to force your potential customers to take a leap of faith to invest their time and resources with you. You can easily and at very little cost deliver the real product first, the relationship. Delivery of everything else then becomes a fait accompli.

It's at the prospecting stage that you begin to deliver the relationship. Offering a free and no strings attached relationship on the first point of contact is the way to your customer's heart and pocketbook. Welcome new relationships with a low cost high value educational offering that you are already equipped to deliver.

If your prospects first experience with you is receiving what they need to make their business better and helps them to grow then it's a relationship built on trust and one that they'll be happy to continue. It's vital to collect the details of these customers so that your sales staff can then develop the personal and profitable business relationship later.

Nurture the relationship to acquire the sales opportunity

By extending the hand of business friendship to your prospects you've created a bond of trust. As you continue to educate and build up your reputation as an industry expert your prospects will come to see you as a source of advice.

When they are confronted with a decision it will be you that they'll turn to for advice. You've been helping them all along the way and now that they have a problem to address you'll be the first one they'll consult. You're prospects will contact you and alert your business to a potential sales opportunity.

Accept the invitation to consult with your customers

Your sales people now have an open door to visit this customer and develop the relationship further. It is now up to your sales professional to understand the customer's needs more fully so that an appropriate solution can be found.

By taking a consultative approach of seeking to understand your potential customer even more trust and rapport is established. The relationship has now progressed into a strong one and your customer is ready to implement a solution with someone they can trust.

Can you imagine at this stage that your competitors will be at a distinct disadvantage? They are. Not only do they now have to match your solution but they have no prior relationship to your customer to build upon.

The customer can now buy the relationship

If your sales people have offered an effective solution then the price will be a secondary consideration to accepting your offer. Your customer has a prior experience with you that is highly positive and you've eliminated the known risks of dealing with a new supplier. Your relationship has developed from a tentative one based on mutual respect into a close one based on trust and rapport.

How does this apply to what you are selling?

To find out more about our training programs and services, please contact us (02) 9411 1345 or email us at info@qec.net.au

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