The Fastest Way to Build Relationships is Not to Work on the Relationship!
By Jenae Rubin

Contrary to the belief that building relationships is paramount in the sales process, Jenaé Rubin, president of Sales Powerhouse, says she subscribes to the concept that: A good relationship is the natural outcome of everything done right.

Many salespeople approach the process thinking "I have to develop a good relationship with the prospect." So, they start by asking "friendly" questions that have nothing to do with the business relationship. In doing so, they squander time and may not hit on the subjects that are truly of interest to their prospects.

Imagine this scenario instead
You focus on helping your prospect overcome their challenges and reach their goals. After all, this is what they spend most of their thinking about. Instead of (obvious, obsequious) idle chitchat, you are connecting with your prospects in a way that is critical to their well being. Which “you” do you think they will want to have a relationship (business or personal) with? The one who cares about them and their business or the one who is playing the transparent “I want you to like me” game?

When our intention is self-centered, people see through us. Be other-centered. Care about and focus on your prospect’s concerns, and you will reap the benefits of the strongest of all possible relationships, and create Stress-Free SellingTM.

Here’s to stress-free sales,
Jenaé Rubin

Jenae Rubin is the president of Sales Powerhouse – Overcome Objections and may be reached at Jenae@SalesPowerhouse.com or 954-476-0067.

Copyright 2006 Sales Powerhouse, Inc.
This Report may be reproduced with credit and copyright intact.