Salespersonship is Relationship.

Quote:

Originally Posted by Bill_Kistner

Emotion surely plays a large part in the buying process. Many people who have studied the sales cycle have uncovered this on one level or another. According to Robert Jolles, “Customers do not make decisions based on needs. They make decisions based on problems” (Customer Centered Selling, pg. 83). A need, in my mind is a logical thing, something totally rational, while a problem is something much more emotional. While not necessarily on the level of “fight or flight,” it most certainly is driven more by emotion than by logic.

Beyond this, it seems to me that there is a very good reason why we focus heavily on “relationship building” in today’s sales environment. After all, relationships are by nature an emotional setting. Jeffery Gitomer, in his “Little Red Book of Selling” gets to this point quite quickly; page 7 in fact. On page 7 he goes into a list of the items that need to be on the positive side of the relationship ledger before a customer feels comfortable to buy. Number 1 of these items starts off with “I like my sales rep” and follows with “Note Well: Liking is the single most powerful element in a sales relationship.” Now, I don’t know about you, but the term “like” is about as emotional as you can get in most people's book.

To appeal to this emotional side of people without ethics of course is dangerous. Yes, you can probably make a lot of one-time sales, and if you don’t depend on repeat business this might work well for you. But, like the title of one of John C. Maxwell’s books, “There’s No Such Thing As Business Ethics,” the idea being that ethics are ethics no matter where you are standing, or what you are doing. I like very much what Michaelc said in his post, “You want to be the best salesperson, be the best person you can be first.” I don’t think anyone could say it better.

Bill

Great day Bill Kistner,

Great words of wisdom.

Thanks for mentioning your truely's name with all those other great writers.

I appreciate your input.

Quote:

Originally Posted by Coda1108

I agree 500 per cent!!!! The greatest thing I ever did for my sales efforts was take the Dale Carnegie Sales Training Course. I'm not here to tout their ways, however I will say this... Your original post cuts right to the heart of how I've made a success of their teachings... Basically, finding out the true buying criteria of who you're dealing with. It's often emotional, and not always a logical choice.

Don't get me wrong, this is not a "technique" or something slippery... It is simply a tremendous understanding of finding out what it is a buyer wants, and being the person to sell it to him or her (or his or her organization).

In the end, such success builds great relationship, trust and sometimes friendship. I assure you, I couldn't live with myself if I didn't believe selling what I sell to someone isn't of great benefit to them.

Great day Coda1108,

Thanks for your wise remarks. I appreciate it.

To thy own self be true.

michaelc.

I believe people buy on emotion and justify their purchase with logic. (due diligence)

Susan

Great day susana,

People do, don't they?

Thanks for your input. I appreciate it.

Quote:

Originally Posted by job ready strategist

Great day susana,

People do, don't they?

Thanks for your input. I appreciate it.

You're welcome.

Are you familiar with Joe Sugarman's Buying Triggers. It lists quite a few emotional ( and non emotional) buying triggers.

If you'd like the PDF, let me know and I'll email it.

Susan

Great day Susan,

Absolutely. Thanks.
michaelc.

I do not recall who said it, but i read it when i started in sales 7 years ago, and it has always stuck with me.

"if you and i do not like each other, the price doesn't matter. If you and i get a long great, the price doesn't matter."

Over the years, i notice it all comes back to this point. Sales start with relationships. Relationships start with trust, understanding, and a willingness to get along.

Salespersonship is Relationship.

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