T. – Tell Your Story
When it comes to your competition, how do you handle yourself during a sales call? Have you bashed them? Do you exaggerate your company? Do you argue or debate with a prospect why they should do business with your company rather than your competitor?
Tell your customer the story that no one else can tell. Find your WHY then focus on that. When you do that, you won’t go wrong.
R. – Rapport
Building rapport with customers is essential for establishing trust, fostering long-term relationships, and ultimately driving sales success.
Honesty and reliability are fundamental to long-lasting customer relationships. By implementing the strategies below will help effectively build RAPPORT with customers, leading to increased trust, loyalty, and ultimately, business success.
U. – Understand
Today, customers have information overload. Skill set today is to make sense of all this information. As a sales professional, you need to UNDERSTAND a customer’s perspective.
To truly understand your customer’s needs, work on these skills:
S. – Solution/Service
If a customer already knows they have a problem before you walk in the door what makes you think they’re going to fix it just because you showed up? On the other hand, if you uncover a problem that the customer didn’t know they had along with a SOLUTION, how much more value did you just bring to the table?
Move beyond one-size-fits-all approaches by tailoring your solutions.
T. – Time
The market and economy have drastically changed since the 70’s & 80’s (especially after the 2007 recession and the record-setting inflation that hit the US in 2024). Because of this, sales cycles require more contact to get meetings even with your better clients.
Develop strategies for maintaining and strengthening customer relationships over TIME. It’s important to:
We will develop, nurture and grow your sales team through the T.R.U.S.T. Process.
We bring more than 40 years of sales experience and sales leadership forging collaborations across operations, marketing and other internal departments.
