If we approach a new business opportunity with predetermined solutions in mind, we have completely limited the likelihood of alternate outcomes – which could potentially be better that we even planned. Why? Because we have closed our minds to possibilities. When we do that, we lose our creativity and our ability to really understand the issues that are of concern to the client.
Anticipating possible questions and scenarios and preparing for them are great things to do prior to a meeting. But taking it to the next level and deciding what the outcome is going to be only serves to undermine the potential that might exist within the relationship.
When a relationship is new and evolving it’s even more important to be flexible and open to discovery because we don’t have enough information to make an informed decision or recommendation.
A good sales system should be a structured, replicable approach; however, there must be flexibility as a part of the process so that a commitment to the relationship is the focus.
- This allows the conversations to be about the client and his needs, which in turn, builds a much stronger relationship.
- It allows the relationship be built on a genuine foundation of understanding and solutions for those needs.
Clients know the difference between true interest in finding and providing the best solution for their needs vs. being sold on something that the sales person is pushing. Maybe it’s the newest item in his toolbox or an idea that she’s been just itching to try...on someone, anyone who will bite. These types of sales are about as fulfilling as a bowl of rice puffs. There is little motivation to really dig into the relationship and keep it going because it wasn’t based on mutual needs and benefits from the beginning. These relationships usually don’t last long, can be wrought with difficulties, and often end with negativity, excuses, and sometimes even hurt feelings.
Having a structured sales system that builds in exploration & collaboration and results in solutions that are specific to the client needs is imperative for building a strong, lasting relationship.
Once we find ourselves in these types of relationships – on either side - how do we resolve them? Try to fix them? End them? I’d love to hear your suggestions or stories.
Content provided by Q4intelligence
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