How to make a good Relationship with Customers

With the advancement of technology, customers today are more knowledgeable and more informed. Sales professional must practice consultative selling rather than hard selling which has lost it's place in the market. Customers today armed with the aid of Internet, online news and information, tare often fully prepared when dealing with sales professional to decide on a major procurement. Sales professionals who are poorly equipped and prepared on their knowledge, skill, attitude and habit will be quickly noticeable by their prospective customer and once the trust is lost, they will be no second chance.

Any good salesman would know that in addition to their in-depth knowledge on the product or service that they are promoting to their customers; they must passionately believe that their product or service is the key to solve their customers' problems. They must be able to differentiate between product features and benefits and relate the benefits to meet their customers need. Great salesperson is able to speak to their customers with sparking eyes when mentioning about the products and services they provided and this enthusiasm will transmit to their customers.

One of the mistakes that many rookie salesmen always make can be contributed to their lack of communication skill. While many of these rookies are very conversant with their product knowledge and company procedures, they just could not cut the marks to build a good rapport with their prospective customers, let alone selling anything to them. Until and unless they learn the simple and hard fact that customers is always right! Well not exactly, literally speaking.

What most if not all rookie salesmen, equip with all the sales training, product knowledge and being an "expert" in their field always make a near fatal, if not fatal mistake, they always like to tell their prospects or customers what their product or service can do to them or help them They often take great pleasure to show off their knowledge intended to impress the prospects; in do so, they seldom take any cue from the prospects for any sign of discomfort or disagreement. When challenge, these rookies would find all available fact and figure to support their presentation. They might win their case, but they always loose their sales, almost without fail.

The secret of effective communication is Listening, and in order for us to get the most out of the customers, as advise by the world greatest salesman; Joe advise 'Let the customer reveal himself, while you watch and listen and he'll lay himself open for the close' To induce the customer to say more, what better way then to ask "question"? Questions that open the floor for more information and to add what Joe advice, Allen Pease, the great Body Language master had advocated that Questions Are the Answers, is the most effective ways to get the "yeses" from your customers.

Improved legislation from the WTO and other international trading organizations have facilitated smoother trading relationships between economies. With the crumbling of protectionist barriers today's business world has become truly global. It makes sense to hire the best possible talent to succeed in a competitive business environment that transcends national boundaries.