The key to strong sales begins with building friendships, and the key to building friendships starts with becoming a friendlier person. Like Jeffrey Gitomer says, “All things being equal, people want to do business with their friends.” In this post we’ll take a look at Dale Carnegie’s four simple principles for becoming a friendlier person and explain how it relates to your sales success.
Stop complaining — It is human nature to vent and complain from time to time; however, if you complain all the time, it can be poisonous to your relationships at work, at home, and in your daily life. Try to go one day without criticizing, condemning, or complaining. By forgoing these common habits, you can project a more positive attitude. You will find that it will make you more approachable, allow you to quickly brush off daily irritations, and easily deal with conflict or difficult situations at work.
Keep on smiling — How many times do you smile throughout the day? If you’re like most people, chances are you do not smile nearly enough. A smile is the international sign of friendliness and probably the easiest way to project a positive attitude. A smile sets the tone for an interaction. Make sure you double the time that you spend smiling, and you will notice a difference in the way people engage with you.
Use people’s names — Dale Carnegie said, “A person’s name is to that person the sweetest and most important sound in any language.” Using a person’s name is another simple way to build rapport with your clients and become memorable. When using a client’s name, remember to do it naturally and sincerely. Overuse can seem fake and superficial.
Develop your listening skills — Listening to your client is important on two levels. The first is that if you are listening, you can uncover challenges, issues, and other situations that will help you better serve your client. The second is that when you’re listening, you are not talking! One of the cardinal sins of sales is to talk too much about yourself or your company. You should make sure that you let your client do the majority of the talking.
Developing these attitudes invites interaction, engagement, and information exchange, and leads to building richer relationships with your clients. You begin to foster mutual trust, and clients will rely on you to provide solutions, not just as a vendor, but also as a partner, to reach mutual success.
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