ReferralsUS.com

From the wonderful people at CanDoGo!

Effective Communication is the Key

Remember that permanent relationships are built on trust, respect, understanding, kindness, thoughtfulness, acceptance, appreciation, consistency, and unselfishness. Saying “please” and “thank you” for favors or a job well done are friend-makers and relationship-builders. Since we treat people like we see them, we should seriously look for the best in others, because this is a great relationship-builder and brings out the best in ourselves.

Happy, long-term relationships involve frequent compromise which is the only constructive alternative to fighting. Compromise is not denying right and wrong; it’s admitting that both sides can have some right and both sides can have some wrong. If harmony is our end, then compromise is our means.

Winning relationships are built by leaving many things unsaid. Combine this with the ability to express displeasure or disappointment in an incident without any thought of taking punitive action, and you’ll avoid many relationship crises. All long-lasting relationships are built on the understanding that both parties must get something out of the relationship.

When the other person does things that irritate you, nip problems in the bud by suggesting that the two of you sit down and talk about them. Open the conversation with, “It bothers me when … Not that you did it wrong, but it bothers me.” The other person is not a mind-reader. Don’t expect him or her to know what’s on your mind and cater to what you consider to be an obvious need or desire. Communicate with them.

When you offend someone, you should quickly apologize and ask for forgiveness. Otherwise, the problem festers, and the relationship suffers.

From: Ziggets DVD Training Collection
© 2004 Ziglar Training Systems
DMH-018-010284

This is nothing new. Nothing new at all. I’ve learned something from interacting with sales professionals. As a sales pro develops and hones their skills, the language used changes from quotas, scripts, and sales. It begins to morph into words like integrity, trust, excellence, service.

As one begins to fully understand what it actually means to sell, the emphasis is on building good relationships. To craft long term, repeating win-win situations. For two reasons: ostensibly to make money, but more importantly to help the client become better.

Zig Ziglar points out the important of relationships, I would go further and say relationships are the only way to become truly great at sales. If a solid relationship isn’t created during the sales cycle, then kiss a repeat sale good buy.

A strong relationship will trump cost any day of the week. If your clients feel a connection with you, and understand that you provide the best possible goods and services to them, then they know that no matter the cost: It’s worth the extra cost.

Instead of selling to your clients, work on building strong relationships. Those relationships turn into referrals. ReferralsUS helps make that step even easier!