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Top 7 Tips To Increase Sales Today By Your Introduction In Relationship Selling
Category: BusinessTo increase sales today begins by understanding that the first look, the first physical touch and the first word are all critical to your business success. The introduction is an integral part of relationship selling.
Dress professionally
Your professional attire is part of your introduction. Since human beings are conditioned to make decisions based on their experiences (some call this judgements), your potential customers after seeing you will have some judgements about your from your education to your economic status to your ethnicity. Your goal is to reduce as many of these as possible. Dressing professionally is the first step.
Keep positive eye contact on the other person
Much has been written about eye contact. When an individual can consistently look the other person in the eye without being threatening, this adds to the trust building process within relationship selling.
Give a handshake that conveys trust
Your handshake is the first physical touch that truly conveys trust. The handshake should not be too strong nor too weak, but rather just right. You may need to adjust your handshake to the other person’s hand, gender and even ethnicity or nationality.
Use person’s name
Everyone likes to hear her or his own name. This tip also helps you to remember the individual’s name the next time you meet. Just remember not to use the name excessively.
Have several intro speeches or elevator speeches in your marketing tool box
Depending upon the nature of where you meet your potential client as well as your products or services, you may need to have several introductory speeches. Each should create an immediate interest in what you do, but then focus on your prospect.
Hone your active listening skills
The ability to actively listen is one that few people leverage to the best of their abilities. You must:
Take time to listen
Be attentive
Listen with an open mind
Listen to return a positive and appropriate response
Remember the goal is to get an appointment!
As this is one of the first steps to increase sales, your goal is to get an appointment in which you can further develop the trust and build the relationship. What I have noticed, as a business coach, is that many in sales do the “puke price” or “puke product” thing before building the relationship. Then, wonder why they can’t realize an increase in sales.
Great introductions between you and your potential customers will increase your sales. The introduction is a key sales skills set in relationship selling. When you have mastered your introduction, you will master the goal that being an increase in sales.
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Leanne Hoagland-Smith, M.S. is a speaker and national business coach who has written hundreds of articles with a focus on leveraging human capital for transformational change by developing results driven leadership in people, teams and organizations.
Tags: active listening skills, business success, economic status, elevator, ethnicity, excessively, eye contact, first word, handshake, hone, human beings, introductory speeches, judgements, marketing tool, nationality, professional attire, professionally, relationship selling, time to listen, tool box