In business, what comes first? The sale or the relationship?
Richard Crenian and Brad Powe touch upon the bedrock of all successful sales – building a trustworthy and valuable relationship with the customer prior to the purchase. As in most situations, first impressions truly reflect commitment. Looking and talking the part – these lend themselves to your credibility. Following that, a good businessman also expresses a genuine interest in their client – get them talking about them and their interests. Lastly, credibility needs to be cushioned by knowledge and experience about the focal point of the sale – your product. This needs to be backed by sufficient research – is the client in need of what you’re selling, whether knowingly or unknowingly?
These criteria lay the groundwork for a successful sale.