Great customer relationships begin with rapport, but that's just the start. You still need to nurture that rapport into a real customer relationship. Yesterday, I posted "10 Ways to Build Customer Rapport" so today I'm going to provide 10 ways to ensure that you build vital (and mutually beneficial) customer relationships. Here they are:
- Let the sale evolve naturally out of the conversation.
- Don't try to be a hero who swoops in to solve the customer's problem.
- Don't ask: "what would it mean to you if we could solve that problem?"
- Instead, ask: "What would it mean to you if you could solve that problem?"
- Have a sales philosophy that emphasizes relationship building.
- Value the relationship more than making your quota.
- Consider yourself and your firm as the best at what you do.
- Achieve a perfect job of delivering what you promised.
- Provide absolutely impeccable service after the sale.
- Think end-of-time relationship not end-of-month totals.
READERS: Is Jeff's list complete?