The "R" Factor

Last week I sat in meetings with a few dozen salespeople. Many of them were at the top of their game earning a six-figure income year in and year out. As I often do in these situations, I observed them to determine what they are doing that other salespeople are not. There were no similarities in appearance, background and personality. Some were articulate. Some were not. One guy in particular could never be identified as a salesperson; however, he is one of the top salespeople in the country year after year. During dinner, I had a conversation with a sales manager from another state. I had managed that territory several years ago and began asking him about some old acquaintances. One name came up and I received an immediate reaction. As a competitor, this salesperson had been a thorn in this District Manager's side for a long time. He asked me, "How could this guy have so much success for so long?" I answered him immediately. Relationships. This sales person had built ironclad relationships with a handful of customers and would go to great lengths to maintain and protect them. As a matter of fact, that is what all of these successful salespeople had in common: They were meeting or exceeding their customer's expectations. It is a simple explanation but requires effort and it starts with putting the customer before your own best interest. It includes doing what you say when you said you would do it and avoiding manipulation. Here is the good news. Anyone can learn the steps for a Relationship Sales Process. Regardless of what you have heard, every great salesperson has had to learn these skills. They were not born with it. That means you can do it too! Have a great week! Pierce