I believe we have all heard\u00a0the phrase\u00a0 “It is better to give than receive” at some point in our lives and that for the most part we understand what it means.<\/p>\n
People are much more likely to respond favourably when given something before they are asked to provide something.<\/p>\n
Today’s sales thought is about what can be given.<\/p>\n
In days gone by, the sales person was well equipped with promotional stuff\u00a0as a way to show customer appreciation. It is still practiced today, but not to the extent it once was. Beware of\u00a0people people bearing gifts comes to mind.<\/p>\n
What I am\u00a0talking about is the\u00a0sharing of knowledge\u00a0being what you give to your customer before asking for something. This knowledge can come in the form of emerging\u00a0industry trends, potential business you see coming down the pipeline, or information outside of the business box that is of interest to your customer. They may even thank you for sharing your knowledge.<\/p>\n
This is a softer sales skill that often does not have an immediate return. Building trust is an integral part of\u00a0any relationship building\u00a0process.<\/p>\n
Think of it as a sales mindset and make a habit of doing it.<\/p>\n
Good selling,
\nRichard<\/p>\n
Have a question about sales? Contact Sakanashi and Associates Inc.<\/a> and I will respond.<\/p>\n Please share Thoughtful Thursdays posts with people you feel may find the topic interesting and helpful.<\/p>\n","protected":false},"excerpt":{"rendered":"