Overcome Sales Neediness

Salespeople, in general, are often the neediest people on the face of the earth.

This neediness can easily lead to delusion and denial and create a false sense of security that the relationship is stronger than it is.

Here are three ways to build stronger relationships with prospects:

1. Measure your relationships with prospects with Olympic designations: Gold, Silver, and Bronze. The goal must be to achieve GOLD status with every prospect and customer relationship. Gold status is "won" when you unequivocally know that they trust your values, word, and commitment to delivery. A partnership is established whereby any challenge they face is fully explored, and they are confident that your "solution" is best for them. Conversely, bronze status infers that either the prospect/customer or you are focused on a price-based sale versus a long-term relationship.
   
   Demonstrate that you value your prospects and customers more than simply a source of revenue. I always ask every prospect and customer I have what I must do to provide more service to them than any of my competitors.
   
   
2. Fully comprehend your competitive position. All things being equal, all potential buyers will do business with sellers they know and trust.
   
   
3. Prospects/buyers are more astute today than ever and are armed against the slick, fast-talking, manipulative "antics" of sellers who only want to make money.