Building Client Relationships That Produce Results

No doubt you know the features of your product like the back of your hand. But regardless of the bells and whistles, the low price, or your fancy suit, the fact remains that customers make the decision to buy products based on what they believe your product will do for them.

Are you believable?

Top-performing salespeople know that to effectively close a sale, significant time must be invested in building an open, trusting relationship with the client.The rapport you establish gives you a solid foundation from which to craft a solution tailored to your customer's needs. Simply put, healthy client relationships lead to successful sales.

An important distinction to note here is that this does not mean that the client has to like you. Do not waste your time on activities that are more aligned with getting this person to like you. Instead, focus on getting them to see you as credible and trustworthy.

Focusing Foremost on the Customer

Developing an open connection between client and salesperson invites a free exchange of information and enhances credibility for professionals within accounts. The more your customers feel that you are operating in their best interest, the more information can be secured that will help connect the value of your solution.

Successful salespeople consistently employ the following to build strong relationships:

Be direct and ask what their needs are. Your concern for determining essential criteria will resonate with them, illustrating your desire to work together to achieve their success.
Hear your clients out. Listening to them as they express wishes, concerns and circumstances demonstrates that you do care about them coming out ahead in the sale.
Remember to deliver. Achieve long-term trust by following through in a timely manner to deliver the results you promised.

Investing the time and devotion into actions such as listening, asking clarifying questions and sticking to honest, straightforward communication separates you from your competition. Sales professionals that understand the importance of identifying client needs this way can hasten an opportunity's closure.

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