Finding New Customers and Growing Sales!
Tip 1: Smile.
How do you establish rapport in an instant? One obvious but sometimes overlooked tip: offer up a smile. A smile is one of the most basic and universal indicators of openness, friendliness, relaxation, and likeability.
Tip 2: Listen.
Before you ask questions to get the buyer to open up or talk about how you can help, you have to build rapport. All else being equal, people buy from people they like. Be likable and focus on relationship building, and you'll find your sales conversations will go much more smoothly.
Tip 3: Use names.
Learn the names of your customers, office employees, and your prospects as they enter your sphere of business. After you learn those names, use them. Carnegie’s principle here is simple: A person’s name is, to that person, the sweetest and most important sound in any language.
Tip 4: Make the impact clear.
If you don't make the business case, you won't make the sale. You can do everything else right, but if the prospect doesn't see the value of your solution (and you've got to be very clear with what that value is), they will not buy it.
Tip 5: Build on the foundation of trust.
Trust is the foundation of sales success. A buyer will not open up and share their needs if they don't trust you.
Tip 6: Plan to succeed.
Set the table for success by going into each sales conversation with a plan. Do your homework and know what you want to get out of the conversation. If you go into each conversation well prepared and planning to succeed, you will be much more likely to make the sale.
