Professionals trying to grow their business often view “selling” as a necessary evil, a fact of life. But what if you could spend less time persuading (and writing proposals that go nowhere) and more time engaging with the right people?
The key is to focus on real conversations that add value and insight to your clients, your prospects and your referral sources--conversations that matter.
Looking to enrich yours? Try this:
Be real. Don’t waste your time trying to be all things to all people. Being clear about who you are and what you uniquely do (and don’t do) is essential. Aligning your stories, actions, and visuals with your sweet spot demonstrates the real you.
Listen exquisitely. Think about it—what happens when someone truly listens to you? You engage. It changes your interaction immediately. Give it a try next time you want to grow a relationship: make your only goal to understand their needs and wants.
Invest in the good. Once you connect with good people (clients, advisors, friends), invest in them and your relationship. If it helps, think of relationships as your assets--invest based on your risk tolerance and for short and long-term growth. Sometimes you sell and sometimes you buy more. But you’re always invested.
Conversations that matter produce client engagements that matter.
Subscribe to:
Post Comments (Atom)
Posts
Rochelle, i read your post with curiosity, it is a fancy overview of the relationship selling concept. There is some truth in what you write but is like looking from above or without implication. Conversation matter, however 90% of people do not prepare for the prospects, if you tell somebody to be true or genuine is quite complicated, tendency is to talk about you and your services. Before listening somehow good rapport plus power questions are needed and they may come from preparation and observation. Stephen Pierce sais that there is no value creation without sales process, bits from that will not do.
ReplyDeleteHi Serban,
ReplyDeleteI don't know that this is "fancy" but it is a few paragraphs about the importance of relationships to selling....
I agree that powerful questions and good old-fashioned preparation are needed--they are core skills in a good consultant's quiver. Equally important is the art of synthesis--being able to listen, think and give a thoughtful perspective on the situation. There aren't any short cuts!