Can a Salesperson Build Relationships While Still Being Assertive?
Published on May 11, 2016
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We must put the client’s best interest in the forefront of our minds
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However, where does assertiveness come into play in our dealings with clients?
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Chris Spurvey
Here are a few of my sales philosophies:
Sales starts with the relationship
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Relationships are built over time. It is important that early in the process your prospect feel your belief in your product or service and your seriousness about delivering value.
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Bring the dialogue around to business—your business—so that they know you mean business.
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Sales is a fluid process, but it is a process
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A fault of many entrepreneurs is that they have not mapped out a process to follow in the selling of their products or services.
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Identify the need, share the process, and obtain buy-in
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Once you have identified a problem that you know your product or service can solve, take a few minutes to identify a decision-making process.
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Form straight-line relationships
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Straight-line relationships are direct and are based on trust.
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In straight-line relationships, clients are not afraid to tell you how they really feel and you are not afraid to tell clients how you really feel.
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An entrepreneur who truly desires to add value to clients’ lives and businesses but also believes in the value of his or her own time can find that right level of assertiveness to be successful in sales.
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What do you think? What has been your experience in growing your business by building relationships?
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