Magazine Advertising Sales Training: Create Great Relationships

So many salespeople approach the sale from the standpoint of believing "I have to create a good relationship." The irony is good relationships are the result of everything done right! Your prospects see through your schmoozing. Most salespeople do it. They go into an office, see a trophy or picture and talk about that. This obviously obsequious tactic is fake. Your prospects see right through this manipulative attempt to create a relationship, and in many times it backfires. It puts their guard up even more.

Instead of shooting the breeze when you meet a new prospect in the hopes you will create a connection, ask questions that show you really care about their business. When you talk to prospects about the things they themselves are concerned about, you create a solid connection. Yes, people do business with people they like. Here's the critical question: Who are they apt to like more: someone trying to be their friend or someone trying to help them achieve their goals in a friendly manner?

So make sure to focus on the key questions that will help you help them. This will help you create great relationships... effectively... and quickly.

Welcome to Stress-Free Selling^TM,
Jenaé Rubin

Jenae@MagazineAdvertisingSales.com
www.MagazineAdvertisingSales.com