Long-term relationships are key for us to become a trusted advisor and increase our sales performance. However, the majority of sales people do not build trusted relationships with their clients. They only centre upon social relationships without showing a true interest in the client beyond the mere business transaction.
This approach MUST change if we wish to be successful in today’s business scenarios.
Why is building long-term relationships so important?
Well, the only way to have strong and loyal clients is by building good, long-term relationships with them, which in turn provide better business results. These relationships are also important because they enable us to:
Avoid short-sighted sales and transactions.
Build long-term thinking.
Become a trusted advisor.
Create ideas and originate big opportunities.
Classify opportunities better.
Create successful winning strategies.
Shape the deal to bid and win.
Create and shape the next opportunity.
How can we achieve this kind of relationship?
The building of long-term relationships is a recurrent and iterative process that consists of: