RELATIONSHIPS BEFORE SALES

By
Education & Training with Performance Development Strategies

It is no accident that two core competencies of human resource professionals, for example, include consultation and relationship management. And this is no different for other professionals whether internal company consultants or external sales consultants. Trust is vitally important, and this is built on credibility and respect. With this new understanding, internal and external consultants can help in the decision-making process using information all parties have readily available, thanks to the Internet. They days where one side (usually the seller) had all the information is over.

If you are not selling a product but selling your service, your trust, your reputation, and your relationship management skills. A client will be looking for your ability find a problem and develop a solution. The information is out there already, and the buyer can also easily obtain information on the seller.

In today’s environment we need to understand that we are all in sales so far as we are all influencing people in one way or another. The value of our advice and is what matters now. For example, home buyers can educate themselves on neighborhoods, schools, homes, asking prices, and anything else. Today’s smart realtor knows that by being a source of information she can create value for her clients. People can do the same Internet research when they buy a car. Therefore, when the realtor, the car salesperson, or the business consultant uses the shared information, they can place themselves in the position of assistant buyer and of trusted advisor to the customer’s interests.

Knowledge is readily available to buyer. Therefore, the seller should acknowledge that fact and spend the necessary time to develop a relationship with the customer which will gain the customer’s trust.

You must spend the time and build the relationship so that you learn your customers’ needs and desires. Many in sales make a serious mistake by rushing this phase of the process. Researchers have found that the more successful salespeople are those who can uncover problems rather than listening for needs and providing solutions. Uncovering problems and issues will take time and careful listening. Continue to peel back the onion by listening to understand. Developing this skill will uncover the real issues and this will position you to provide the solution which will exceed your customer’s expectations.

Trust

The ultimate source of your credibility will be your ability to deliver, to solve problems, to take on the hassles that the customer would rather not think about nor bother with. When you do that and more you will exceed your customer’s expectations. You will also position yourself to become their trusted advisor.

Do what it takes to become a trusted advisor. Trusted advisors earn more money, they receive many more referrals and repeat business, and they establish a long-term relationship with their customers.  For a similar post on our website see CONSULTANT WITH RELATIONSHIP MANAGEMENT SKILLS.

Call us to help you create your relationship and consultation skills.

Contact us to learn more

Armonk NY call 914-953-4458.

South Florida call 772-342-1066.

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PDStrategies.net

Armonk, NY
Port Saint Lucie, FL

(914) 953-4458
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Grant Schneider,
CBC, SPHR, SHRM-SCP*

*Certified Business Coach,
Senior Professional in Human Resources

President, Founder
& Leadership Coach

About Me

 

Comments (18)

Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

This is always true in any business Interaction really whatsoever. I can’t think of another way to be

Sep 18, 2022 09:06 PM
Endre Barath, Jr.
Berkshire Hathaway HomeServices - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

Grant a hundred years ago I was a Security Manager for Pinkerton in Boston, MA and my  Executive Senior VP cam in from Texas.... he started talking about his family... I did not care about it... then he asked about mine... I was annoyed about it... My attitude was I just came out of the Military lets talk business.... He understood and told me let me give you a quick lesson, first we learn about each other and what your background is and what mine is and about our families...then we build a relationship and after that we talk business.... it was a great lesson... So with that said kudos to your post I agree 100% Endre

Sep 18, 2022 09:11 PM
Wayne Martin
Wayne M Martin - Chicago, IL
Real Estate Broker - Retired

Good morning Grant. Until you understand the current dissatisfaction that has a buyer looking you cannot assist them in acquiring their future promise. Enjoy your day.

Sep 19, 2022 04:58 AM
Michael Jacobs
Pasadena, CA
Los Angeles Pasadena 818.516.4393

Hello Grant - in life we come in contact with many.  A connection of some kind may occur but it's a process.  

Sep 19, 2022 05:04 AM
Nina Hollander, Broker
Coldwell Banker Realty - Charlotte, NC
Your Greater Charlotte Realtor

Good morning, Grant...  Real estate can be run transactionally or relationally (are those actual words?). For me what makes this business interesting and keeps me going are my relationships. It's why I chose to disburse my team many years ago... it became too transactional for my taste.

Sep 19, 2022 05:12 AM
Kat Palmiotti
406-270-3667, kat@thehousekat.com, Broker/REALTOR® - Kalispell, MT
Helping your Montana dreams take root

Real estate is a relationship business, as are most businesses. We need to listen, care, and support.

Enjoy your day!

Sep 19, 2022 05:42 AM
Lawrence "Larry" & Sheila Agranoff. Cell: 631-805-4400
The Top Team @ Charles Rutenberg Realty 255 Executive Dr, Plainview NY 11803 - Plainview, NY
Long Island Condo and Home Specialists

In Real Estate and I guess in most businesses, relationships matter. We worked with a couple several years ago and they just contacted us again because of the bond we had when we first met!

Sep 19, 2022 05:48 AM
Brian England
Arizona Focus Realty - Gilbert, AZ
MBA, GRI, REALTOR® Real Estate in East Valley AZ

I usually care more about the relationship than the sale and for me, the relationships have led to sales.

Sep 19, 2022 06:19 AM
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Laura - I can't think of any other way either.

Endre - I learned the same coming out of corporate HR into consulting.  It is always personal.

Wayne - yes, that is very true.

Michael - yes it has may twists and turns and it evolves.

Nina- I have seen both in Real Estate and particularly in different behaviors of LO's.

Kat - people do business with those they know like and trust.

Larry and Sheila - when I have a bond and need those services they are the first people I call.

Brian - the same with me.  relationships do lead to sales.

Sep 19, 2022 06:42 AM
Mark Don McInnes, Sandpoint-Idaho
Sandpoint Realty LLC - Sandpoint, ID
North Idaho Real Estate - 208-255.6227

Trust always at the top of any list and seems to be turning more and more into the focus of most consumers.  M

Sep 19, 2022 08:24 AM
George Souto
George Souto NMLS #65149 FHA, CHFA, VA Mortgages - Middletown, CT
Your Connecticut Mortgage Expert

Grant we start to form relationships the moment we take our first breath.  With that first breath we also begin our sales career.  If anyone doubts that, what do they think is happening when we try to convince someone to see something our way???

Sep 19, 2022 08:51 AM
Sheri Sperry - MCNE®
Coldwell Banker Realty - Sedona, AZ
(928) 274-7355 ~ YOUR Solutions REALTOR®

Hi Grant,

As usual, this is the right advice for salespeople.  My tagline is "YOUR Solutions Realtor®".  Building trusting relationships is key for me to help clients with all their needs.  Like Nina Hollander, Broker - I do not want to work with salespeople that look at each sale as a transaction.   My clients know they can depend on me long after the transaction is completed.  

I recently had a client ask me if I could reset their security system.  They were out of town.  They knew they could trust me to get this done for them.  This is just one example.

Sep 19, 2022 10:02 AM
Joan Cox
House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

Grant, it is so important to develop repore before you start working on a listing or finding a home for a new client.  You need to get to know them first!  

Sep 19, 2022 11:21 AM
Roy Kelley
Retired - Gaithersburg, MD

Thank you very much, Grant, for sharing your experience and your advice.

Sep 19, 2022 11:55 AM
Wanda Kubat-Nerdin - Wanda Can!
Red Rock Real Estate Brokered by Real - St. George, UT
St. George Utah Area Residential Sales Agent

Problem solving and ability to slow down and take in the entire situation is key to being a successful salesperson and trusted professional. Enjoyed the post, Grant. thank you!

Sep 19, 2022 06:49 PM
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Mark - I love working with people I can trust.

George - the first five years of life has much influence on us.  You can learn to be an influencer then.

Sheri - that is a level of trust your your clients have with you.  They will trust you and seek you advice.

Joan - if you have not established that rapport it is doubtful that you will move forward.

Roy - thank you.

Wanda - when you really look at the whole picture and don't try to rush you gain respect.

 

Sep 20, 2022 03:33 AM
Joan Cox
House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

Grant, I so agree with you, without that rapport, we cannot move forward!

Sep 23, 2022 07:43 AM
Paul S. Henderson, REALTOR®, CRS
Fathom Realty Washington LLC - Tacoma, WA
South Puget Sound Washington Agent/Broker!

It’s like pouring a foundation before building your structure. Thank you for sharing Grant  🙂

Sep 23, 2022 03:13 PM