5 Top Tips to focus on building relationships in sales

Being an authentic salesperson is essential in today’s competitive business landscape, as it fosters trust and establishes long-lasting relationships with customers. In the world of sales, building strong relationships is the cornerstone of long-term success. Renowned sales expert Jeffrey Gitomer has consistently emphasised the importance of nurturing connections with customers in order to foster trust, loyalty, and repeat business.

• Prioritise long-term relationships over short-term sales:
  Authentic salespeople understand that long-term relationships are more valuable than short-term sales. Instead of focusing solely on closing deals, invest time and effort into getting to know your customers and understanding their needs. This approach will not only help you establish trust but also lay the foundation for future business opportunities and referrals.

• Practice active listening and empathy:
  Taking the time to truly listen to your customers and empathise with their concerns is key to building strong relationships. Practice active listening by asking open-ended questions, maintaining eye contact, and providing thoughtful responses. Show genuine empathy by putting yourself in their shoes and understanding their perspective. These actions will help you connect with your customers on a deeper level and demonstrate that you genuinely care about their well-being.
• Be responsive and accessible:
  To maintain and strengthen customer relationships, it’s crucial to be responsive and accessible. Make yourself available to answer questions, address concerns, and provide support when needed. Respond promptly to messages and phone calls, and make an effort to follow up with customers regularly. This attentiveness will reinforce your commitment to their success and help build trust.

• Offer personalised solutions and support:
  Customers appreciate salespeople who go the extra mile to understand their unique needs and offer tailored solutions. By taking the time to learn about your customers and providing personalised support, you demonstrate your commitment to their success and prove that you are a trusted partner. This approach not only strengthens relationships but also increases the likelihood of repeat business and referrals.
• Show appreciation and maintain contact:
  It’s essential to show appreciation for your customers’ business and maintain contact even after a sale is completed. Send thank-you notes, offer special promotions or discounts, and reach out periodically to check in on their progress. By staying in touch and expressing gratitude, you’ll keep the lines of communication open and reinforce the strength of your relationship.

By incorporating these five tips inspired by Jeffrey Gitomer’s teachings into your sales strategy, you’ll be well on your way to building lasting, meaningful relationships with your customers. Focusing on nurturing connections rather than just making sales will not only help you establish trust but also pave the way for long-term success in the world of sales. Remember, the key to authentic selling is prioritising your customers’ needs and forging genuine connections that stand the test of time.

Who is ActionCOACH’s Business Coach Mark Dilks?

Mark Dilks is an accomplished business leader, experienced coach, mentor and business builder. He supports business owners, executives and teams across Milton Keynes, Bedford, Northampton, Luton & Dunstable in all aspects of building profitable high growth businesses; from start-up phase all the way through to maturity and divestment. No matter what challenges you are facing, Mark will invariably have encountered a similar situation previously and will be able to support you to quickly and efficiently overcome your business hurdles by sharing examples of how other business have solved similar problems that you are experiencing. He is motivated, driven, tenacious and is able to get the very best out of all the resources available to his clients and to ensure that the maximum results possible are achieved.