The Relationship
In a conversational sales approach you, as the sales professional and product expert for your company, begin by gathering information and establishing, or deepening, the relationship with your customer. Customers don’t like the feeling of being interrogated or being “sold.” Customers like to buy. And that’s okay because you aren’t selling in the old, strong-arm way. You are building a relationship based on mutual respect and conversing with a customer whose business or bottom line will be enhanced by a product you have. You just need to find out how that will work.
Not Personal
What has been traditionally taught and what worked in the old days, for example, was asking personal questions to build rapport at the outset of the ...
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