Networking Skills

Hi There,

Networking is the most effective way to build a responsive profitable sales funnel. I thought you might be interested in this 3 part series I wrote on networking.

Cheers, Colleen

Sales techniques can certainly be learned; however warmth, humor and passion can't be. I've seen many people learn the way to do a sales call, but lack the above, as well as empathy. Customers do want to buy from people they like.

Susan

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Originally Posted by susana

Customers do want to buy from people they like.

Susan

I agree. Just today I gave business to vendor B because I "disliked" the salesperson I was talking with at vendor A.

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Originally Posted by AZBroker

Just today I gave business to vendor B because I "disliked" the salesperson I was talking with at vendor A.

Just because of the salesperson? What kind of business was it?

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Originally Posted by Agent Smith

Just because of the salesperson? What kind of business was it?

I called to schedule a service appointment for one of our cars this morning and the lady in the service department was very unprofessional in my opinion. It torqued me the wrong way so I said thank you anyway and called someone else. I've been having my vehicles serviced at that dealership for years and will most likely continue to do so but they missed the boat today. I'm sure they didn't miss my business since the service bill was only $1500 but that is my $1500 and I'll decide where to spend it. I'm still trying to decide if it was her tone or the fact that she called me "hon" that got me sideways.

Quote:

Originally Posted by susana

Customers do want to buy from people they like.

If all else was equal I do believe the customer would prefer to buy from a saleperson he/she liked. I also believe that this distinction is often lost in translation.

Example: All else is equal [Same car, same deal, same dealership.]

I will buy the car but I won't buy it from John. I do not like him and never have. I want Susan to help me instead.

Example: All else is not equal [Jane's experience is lacking.]

I really like Jane, she's my wonderful niece, but she's new to real estate and I don't feel comfortable putting my multi-million dollar property in her hands.

I know several salespeople that successfully prospect on the golf course and at trade association meetings. However, they don’t do schmoozing and glad handing; they are overt about their sales intentions. That can hardly be compared to what most people think of as “networking.”

A few people have told me about a major sale that they made by networking. However, when questioned about the return on the investment of their time, they agreed that it is (overall) a losing proposition.

I have never heard of any company that has salaried salespeople and advocates that they spend their selling time doing networking.

Of all the sales and marketing activities that I know of, networking is the least effective and least productive.

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Originally Posted by JacquesWerth

Of all the sales and marketing activities that I know of, networking is the least effective and least productive.

Yikes. When you say "networking" what are you referring to?

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Originally Posted by JacquesWerth

Of all the sales and marketing activities that I know of, networking is the least effective and least productive.

I tend to agree with that. However, I have witnessed at very close range two people who have enjoyed phenomenal sales success (leaders of the pack) relying almost solely on networking. I am not inferring a connection, but in both cases they are almost completely functionally illiterate, have weak presentation skills, and are very self absorbed---three traits that would seem detrimental to selling. On the plus side, both have an interest and an aptitude for absorbing an inordinate amount of product knowledge.

I have to say I was in awe of the results they obtained through networking. However, I've been around enough salespeople to believe that networking success is very rare.

The most successful salespeople I know are "well connected".

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