Relationship selling means different things to different people. However, we should all be able to agree on one thing: Successful career development depends upon how well we strengthen ongoing business relationships with our customers.
Some salespeople have built numerous valuable business relationships over five years. Others have been in the business for one year five different times; they do deals but don’t establish strong, professional relationships with their referral sources.
A very insightful measure into your success as a sales rep is how many clients you have developed. We define a client as someone who regularly gives you 50% or more, if not all, of his or her business. In essence, you are the partner of that business source.
Superstar salespeople tell us that 80% of their business regularly comes from a few accounts.
Others may envy their steady stream of referrals but aren’t willing to discipline themselves to build strong business relationships. Measure your activities against the standards and adjust your work efforts to build a more satisfying and profitable career.
- Self-renewal describes the constant search for ways to improve your productivity. Productivity means becoming better, smarter, and faster: a true professional. What are you doing to sharpen your axe?
- To become a superstar or to reach the success level of your dreams, you must define your personal and professional vision of your future.
- Quality management for any company starts with the sales force. Our company can only work with the business that we, as sales reps, provide. Therefore, it is our responsibility to seek quality business from quality sources.
- Most sellers call on too many prospects. I believe you should target a limited number of top-quality account prospects and focus all your call activity on this target list. The goal of every sales rep should be to build a limited clientele of high-producing business sources.
- Selling is the transfer of trust. If we analyze why prospects do business with a salesperson, the bottom line is trust. A trusting relationship must be built with them.
- A value-added partnership is a business relationship in which each partner receives more than expected. To achieve this relationship, each partner must think like the other and strive to find ways to assist their partner in being more successful.
- No discussion of value-added partnerships would be complete without considering our partnership with our inside support staff. They are often the unsung, unrecognized heroes of the day-to-day sales process.
- Success is achieved one step at a time and is based on evaluating past performance. Success is accepting personal responsibility and remembering that “If it’s meant to be, it’s up to me.” We should be our own sales leaders, as well as the CEOs of our business, and act on our own advice.
- Maximum career growth starts with what we believe. Belief is the guiding factor, passion, and faith that provides our direction in life
Jack Daly is a serial entrepreneur, international sales expert, and author of “Hyper Sales Growth” and “The Sales Playbook for Hyper Sales Growth.” Learn more at JackDalySales.com