Bob Beck Sales Training: Building Resonance
Part of your sales training needs to include your ability in building resonance. To build resonance, you should be nice, friendly, and really interested in your potential customer. Your clients will know when you aren’t actually interested, and your sales outcome will suffer. Salespeople who are most successful are extremely capable at making their clients feel unique. These sales superstars, or sales guru, emphasize on building trust and rapport at the beginning of the sales process, and continually focus on strengthening these facets as the communication continues.
These highest performing salespeople realize that trust and rapport are the essential ingredients to developing an effective and long term sales process. They know that the relationship building begins from the first meeting, and is constantly strengthened, or harmed, from each interaction that follows. Top performers know that initial opinions go a long way to define the tone of the relationship, and they take care to create and maintain a favorable picture.
Top salespeople also emphasize the relationship as the most important factor in customer acquisition and retention. When the client feels and believes that the salesperson has his greatest interests at heart, the client is much more likely to forgive the predictable miscommunications or letdowns that can pass in any professional relationship. In situations where the salesperson has not taken the time to build a strong relationship, he has left a gap, and this can be exploited by competitors.
When there is a good and winning working relationship, you are able to tap into this relationship whenever you need to work through a problem or find a solution. When there is concentrated respect and trust, people are more able to work together to find mutually agreeable solutions. When there is positive resonance, it is easier to discuss differences and to be comfortable talking through the various options before settling on the best decision. Sales training will give you new ideas and techniques in building resonance.