Building lasting relationships is one of the cornerstones of success in sales. However, this is something that many salespeople still have a problem with. Dig this: 80-90% of relationship problems come from misunderstanding the differences that are biologically hardwired in our bodies. Today, we talk more about building and strengthening relationships which is vital in sales.
Kimi Avary is a Relationship Navigation Specialist working with the masculine and feminine dynamic in relationships that goes awry when you don’t understand them. Kim helps men and women understand each other better so they stop putting assumptions about each other because they’re different. In this episode, Kimi shares how you can create strong bonds with your prospects so you can move forward in your sales process.
Here are the highlights of my conversation with Kimi:
How sellers and entrepreneurs can develop lasting, strong bonds with others:
Go back to that inception point of making that assumption and choose to be curious instead. When you make assumptions, you decide what the person needs and doesn’t need and that creates problems. Instead, be curious about what it is they truly desire.
When a woman is speaking to a man, bullet point their comments and questions and practice listening. When a man is speaking to a woman, give her more details. Tell a few more stories. Be a little bit less bullet-pointed. Men often use short answers while women look for all the details.
Respect their time. Get on the schedule and keep to the time frame.
When you’re going to a networking event, you’re prospecting and looking for a good person to set an appointment with. Say what you do short, sweet, succinctly, and clearly. Set another time for you to talk.
Get that appointment in your calendar and send them your calendar link. Frame this in a way that this is an opportunity for you to dive into their needs so you make sure you’re a match and if not, then you can send them to somebody who is a match.
Every word out of your mouth needs to be scripted and focused on your intentions. The first meeting is about telling them what you do. Then go to the next step of your selling process and the next. Ex. first meeting > calendar link > build trust and rapport through curiosity questions > find out what their needs are. Scripts are not robotic. They should be fluid.
Kimi’s Major Takeaway:
Be curious about the other person and really listen. Ladies, don’t chime in right away. Give the guys an opportunity to think about what it is they want to share with you. Provide a space for them to speak and that will deepen your bond with them.
Check out Kim’s Complimentary Relationship Breakthrough Session (for personal and professional relationships). Go to www.kimiavary.com/win. Fill out the form and receive a calendar link.
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Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.