Turn a Relationship Into a Sale

11 years, 5 months ago - November 27, 2012

It’s common wisdom that you’re more likely to make a sale if you build rapport with a customer. Instead of focusing on the transaction, emphasize the connection by doing these three things:

Be generous. Go into each meeting with a list of five ways to make the prospect successful. Don’t worry about what you’ll get in return. Instead think of it as good sales karma for which you may be rewarded.
Become a trusted adviser. Stay focused on your customer's success, not your quota. Give the best advice you can give, only recommending your product when it's a great fit for their situation.
Believe in the ask. If it’s generous, with a low barrier to entry and huge opportunities for return, then you’re much more likely to forge a trusting relationship.

Text by Harvard Business School Publishing

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