MANUFACTURERS’ ASSOCIATION   OF SOUTH CENTRAL PA            Techniques for            Building Personal            Relatio...
TRUSTPeople Buy From People They Trust.The key to building trust: Promise a lot and delivermore!Give examples of when you ...
Relationship SellingMake a sale, and you will make a living…………..Develop a positive relationship with youclient and you ca...
Relationships ChangeCHANGE IS THE ONLY CONSTANT IN RELATIONSHIPSRelationships Will Be    1. Tested    2. Strained    3. Co...
YING & YANGManagers ask Salespeople to increase salesvolume and margins, as well as improvecustomer loyalty and retention…...
CREATING POSITIVE RELATIONSHIPSWhy Relationships sour:1.    Hidden Agendas2.    Personal Agendas3.    Inflated Egos4.    U...
Six Sources Of Conflict1.   Unrealistic Expectations2.   Poor Follow-up3.   Assumptions4.   Egos5.   Increased Stress Leve...
ANTICIPATE AND SATISFYEXPECTATIONSCustomers want:1. Fair price2. Responsiveness to requests3. Responsiveness to problems4....
BE POSITIVE1.   Tell customers what you can do for them, not what     you can’t or are unwilling to do2.   Facilitate the ...
BE POSITIVE1.   Tell customers what you can do for them, not what     you can’t or are unwilling to do2.   Facilitate the ...
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Sales Techniques for Building Personal Relationships

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Sales Techniques for Building Personal Relationships

  1. 1. MANUFACTURERS’ ASSOCIATION OF SOUTH CENTRAL PA Techniques for Building Personal Relationships
  2. 2. TRUSTPeople Buy From People They Trust.The key to building trust: Promise a lot and delivermore!Give examples of when you did what you said youwill do and then some?
  3. 3. Relationship SellingMake a sale, and you will make a living…………..Develop a positive relationship with youclient and you can make a fortune in sales
  4. 4. Relationships ChangeCHANGE IS THE ONLY CONSTANT IN RELATIONSHIPSRelationships Will Be 1. Tested 2. Strained 3. Constantly redefined 4. Given new rules, expectations, and limitsPROVIDE EXAMPLES OF EACH OF ABOVE___________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
  5. 5. YING & YANGManagers ask Salespeople to increase salesvolume and margins, as well as improvecustomer loyalty and retention……….THIS NO SMALL ORDER!BY THE WAY, YOU NEED TO DO IT WITH: 1. Decreasing Budgets 2. Decreasing Support Staff 3. Decreasing Contact With Management 4. Decreasing Expenditures for Sales Training
  6. 6. CREATING POSITIVE RELATIONSHIPSWhy Relationships sour:1. Hidden Agendas2. Personal Agendas3. Inflated Egos4. Unrealistic Expectations5. Uncommunicated Expectations6. Lack Of Trust, Respect, or Both7. Greed, Selfishness, or Both8. Unethical Behavior9. Lack of Integrity10. Arrogance11. Ignorance12. Inconsistent Standards or Rules13. Old Baggage14. Inflexibility15. Misperceptions16. Judgmental Behavior
  7. 7. Six Sources Of Conflict1. Unrealistic Expectations2. Poor Follow-up3. Assumptions4. Egos5. Increased Stress Levels = Short Fuses6. Hidden AgendasGive examples of each and how to avoid and fix
  8. 8. ANTICIPATE AND SATISFYEXPECTATIONSCustomers want:1. Fair price2. Responsiveness to requests3. Responsiveness to problems4. Friendly treatment5. Comfortable sales climate6. Empathy for their needs and wants7. People who listenGive examples of anticipating each …..
  9. 9. BE POSITIVE1. Tell customers what you can do for them, not what you can’t or are unwilling to do2. Facilitate the relationship instead of Complicating it3. Be a resource and offer assistance, ideas and support4. Read the feelings and emotions behind the words5. Be a creative problem solver by pushing the edges and not accepting the status quo6. Be available when things are not going so well7. Things are either getting better or worse…make sure you know the direction of the relationship…
  10. 10. BE POSITIVE1. Tell customers what you can do for them, not what you can’t or are unwilling to do2. Facilitate the relationship instead of Complicating it3. Be a resource and offer assistance, ideas and support4. Read the feelings and emotions behind the words5. Be a creative problem solver by pushing the edges and not accepting the status quo6. Be available when things are not going so well7. Things are either getting better or worse…make sure you know the direction of the relationship…

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