Selling Is All About Relationships

As some of you may know, I’m engaged and will be getting married on June 24th, 2011. We were searching for a DJ for our wedding reception and found many. I was thinking that if a DJ is going to entertain an event that occurs on what is suppose to be the most important day of my life, I should be able to meet with him before I commit. I called one of the highly-rated local DJ companies and asked if I could meet with a particular DJ. They told me that they typically don’t allow that, and that I could come to their office and meet with management. I even explained him my rationale - they still wouldn’t allow it. I called another DJ company - Bandstand, although not as highly rated as the first, they understood my point and didn’t have a problem with me meeting Mark the DJ. After I got off the phone with the owner, I felt really good about the company. Mark called and was very cordial. I no longer even felt the need to have to meet him before we signed the contract. I knew that this was the company that I wanted to DJ my wedding reception.

Bandstand had sold me by being empathetic to my rationale and by managing their relationship with my fiance. Before I had stepped in and told my fiance that I wanted to meet with whomever the DJ would be for our wedding, another owner stayed in touch with my fiance. They effectively made my fiance and I feel good about them.

Why do we forget that selling is about relationships and feelings? I do it often as well. Maybe because it actually takes a lot of effort, I’m really not sure. But it works. You can use your personal relationship with your customers to achieve more sales. I don’t mean “use” as take advantage, I just mean that you can be empathetic, courteous, and build a positive relationship with your customers, and you’ll sell more. It’s that simple.

What do you think? Any stories to share?

If you enjoyed this, you may enjoy:\ 1) Your Call Is Important To Us\ 2)Give Your Customers a Story To Tell\ 3) Better to Have a Difficult Conversation Now, Instead of Failed Customer Interaction Later

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-JP

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-JP