We all can agree sales in the 21st-century function massively differently from what they did a century ago – even a few decades ago!
The principles remain the same (honesty, integrity, accountability) but a fact is, technology and automation has now replaced many essential elements of the sales process and probably made it in some ways more convenient. In fact, survey states that 91% of sales professionals do make use of technology as part of their work.
This is an overwhelming majority that makes it obvious that technology has taken over. However, there’s one essential component of the sales process that can never be replaced by technology – the relationships.
Regardless of what industry you’re in or what product/service you’re selling, the fact of the matter is, you’ll never be truly successful or hit all your goals without truly committing to the belief that making and maintaining relationships with other people must be the #1 priority.
The issue with technology and the tools it offers today is it’s become a crutch for people, who consequently don’t bother to continuously pursue and sustain actual relationships with other people.
Of course, this isn’t to imply that technology itself is the reason why relationships are deterring. However, it can play a part in making us complacent about building real meaningful connections.
Most of the sales people I know who have been successful in their business know one thing – communication and accountability, combined with the understanding of how to use the technology at their fingertips is the key to developing and sustaining long lasting business relationships.
The technology is not a supposed to be a substitute but another layer for convenience. The first step is to have credibility, so they believe you.
From there you must develop a common interest and/or goal (better opportunity or experience for them) so they like you.
Last but not least, you MUST deliver on any promises you’ve made so they develop a trust in you. This is exactly how you can build your relationships and sell anything. You can effectively use the connections you’ve built with people to your advantage.
This would involve investing in your clients, taking the time to get to know them, and doing everything you can to sustain your relationship over time.
You can effectively sell anything to your clients when you’ve built a sufficient amount of credibility and trust with them.
When the clients are able to believe, like and trust you – that’s when they’ll feel comfortable entrusting you with their most prized possessions, and confidence you’ll to fulfill their requests with your exceptional service.
Another power of selling is about telling meaningful stories, and connecting through them. It allows any client or prospect to be able to relate and themselves in that situation. When others can relate to you, it becomes a lot easier to gain their trust, and build credibility with them.
Taking the time to know people, their tastes, and their inclinations will always be an everlasting effort. In the end, it’s always worth it though, It can help you cater to your clients in a much more personalized way, and increase your chances of securing any sale, no matter the price.
So in the end, the most important thing to keep in mind, if your goal is to sell more of any service or product. You must focus on personal relationships.