The old adage - "People do business with someone they like and trust" rings true as you navigate a new relationship with your prospect. Trust built over time is the foundation for a longstanding mutually-beneficial relationship. Early in the sales process you will need to figure out what 'personally' motivates your prospect to do business with you.
"If this project is successful - I will get a promotion and a bigger bonus", "I will have more time for life/work balance because this product/service will streamline my workload", "My boss will get off my back", "I will be able to get home early to see my family" - finding this important bit of information in our sales process - is quite easy. If you get queasy asking direct questions you may be challenged by the approach.
Just ask, "What's in it for you if this project is successful? Perhaps "What changes do you foresee in your life once we finish this project?.
A key component of a successful sale is making sure that you always consider the personal impact to your prospect. The trust you will gain by doing so will be the building blocks for that trusted relationship that will bear fruit for a long time.
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Ed...do you mean people do business with people they like and trust? ( copy says do not like and trust) I know I always did:)
ReplyDeleteMy bad...drinking too much coffee when I wrote this! thanks!
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