6. Say "I have some ideas...". Here is how you close the conversation, "There is lot of information here. I have some ideas that I think may be useful to you in dealing with some of the things we have talked about. I would like to sort some of this information out and get my thoughts organized. I would like to come back and talk about this at our next meeting." Obtain commitment and set-up an appointment and leave. 2. Be sincerely engaged and interested in your client's business. Learn about the client's business, issues,Cheap Seattle Seahawks Jerseys, challenges, and goals first. Focus your questions on discovering as much as you can about them and stay away from you and your desire to solve and sell. In the course of the conversation, play the information back, ask more questions, and engage, listen and learn. You want to build trust? Show a sincere interest in them. Focus your process on learning as much about their business as possible. You will have plenty of time to talk about your solution once you really understand their business. 1. Remember no one really cares how great you, your company, or your product is. Do not start telling them about your stuff. Your client deals with that type of chatter from salespeople all day long. Think about it. Even you hate it when salespeople start rambling on or advocating about their stuff. If you dislike it when other salespeople do it to you-why do you do it to your clients? One of the realities of the valued business relationship is that people do business with people they trust. Business relationships are all about trust. In order to close that sale, the person you are talking to must have confidence in you to help them. You must be viewed as a trusted professional resource. You must be viewed as the person who has the experience, the professionalism, the confidence, and the commitment to support those needs. Your sincere interest in supporting them builds trust. Trust us not built on a one shot deal, it is long-term commitment. Here are three things to focus on in building trust: You have established the parameters for an information gathering meeting; here is what you do next: 3. Say, "I am not here to try to sell you something..." and mean it. What a powerful statement: "I am not here to try to sell you something today. I am here to try to learn about your business so I can explore ways that I may be able to help you in the future." Read this carefully again. It says nothing about selling anything. On that first call, make that declaration and watch the client's reaction when you say it. They will relax and engage you. The challenge is staying true to your word and spending the rest of that meeting engaging with and learning about the client. There are no quick roads to building effective and lasting business relationships. It is hard to acquire new customers. However,Cheap Houston Oilers Jerseys, once you build a valued and trusted relationship, that customer will be a long-term customer. A well built portfolio of long-term customers is the most productive and rewarding sales model of all. Quit focusing on selling and start building a trust portfolio. Now that we have established the importance of trust, the obvious question is "how do you build trust?" Interestingly, and sadly, trust is probably not something people easily associate with 'salespeople'. When researching "trust" in the dictionary, it is linked to words like integrity,Cheap Carolina Panthers Jerseys, strength, character,Cheap Josh Freeman Jersey, confidence, and responsibility. These are not words that most traditional sales professionals would be linked to. So if you view yourself as a great salesperson,Cheap Nick Collins Jersey, listen to me. Building trust is easy-simply stop "selling"!! Okay, now you have potentially established yourself as a person who is interested in learning about a person's business and their business issues. Be very careful here. If you switch to 'selling mode', you will be right back where you started. Now what? 5. Play it back and learn some more. Demonstrate that you have been listening and share what you have heard. "It sounds like you are struggling with..." or "You are really focusing on accomplishing....". Summarize what you heard. Then, ask for a little more information. "What have you tried?" or "How has it been going so far?". This is how you build on a relationship. By taking the time to learn about their drivers, goals or challenges without once trying to inject a sales conversation in the mix, you have begun to build trust. 7. Provide resources that solve. If you are really listening and learning, you will come up with a lot of ideas to support your client's business, including resources outside your company's offering. Bring all your ideas to the next meeting-vendors, partners, referrals, services, etc. Be prepared to solve all the problems that you discussed. Let them decide which solutions they like and which ones are the most valuable. Make certain you are committed to helping connect them to the solutions they decide they are most interested in. Remember, it's not about you-it's about them. This is how you become a trusted resource. 4. Learn, learn and learn. Go into learn mode as discussed earlier. You are having a meeting with someone who isn't grabbing their wallet or looking for your sales pitch because you told them you would not do it. Take the time to learn about their business and listen for the vision, the obstacles, and the challenges. Make mental notes of what they have tried,Cheap Jason Taylor Jersey, what they are looking to accomplish, and what the deadlines or time frames are.