What is a friend? A single soul dwelling in two bodies. – Aristotle.
Customer loyalty has become the new focus in gaining long-term profitability. Instead of targeting new customers, companies are now investing in bonding with their existing customer.
Sales person who develops personal relationship and trust with their customers has an edge in scoring sales. Obviously, you are keener in purchasing a product or service that is recommended by a friend.
This bond results from effective communication, mutually-beneficial interaction and the sales person’s genuine interest and involvement in the customer’s life and lifestyle.
First impressions are made to last; it is essential that sales person is able to leave a good impression on potential customers within minutes of meeting them.
Sales professional: What are some stops to bond with a customer quickly without being pushy?
1) Does your outfit match the environment?
Tip: If you’re meeting in person, model your appearance on what people wear in the customer’s environment. You don’t want to show up under-dressed or over-dressed
2) How do you facial expression?
Tip: If you’re meeting in person, model your facial expression so that’s it’s complementary to the customer’s facial expression. In the meantime, pay attention to them to get cues on how to steer the conversation in the right way.
3) How do you mirror the customer’s body language?
Tip: Try mirroring the posture of the person you’re talking to. It’s proven that your client will subconsciously perceive you to be more approachable because it shows that you are in a compatible state.
4) Do you echo your customer’s tonality?
Tip: Whether or not you are meeting face-to-face or on the telephone, make minor changes to your voice to match the customer’s voice. If the customer talks fast, talk at the same speed. If the customer has a slow drawl, draw out your words a bit.
5) How do you choose the right words?
Tip: The customer’s choice of words is a manifestation of how they think about the world. Try using the same words to show that you are on the same page with him/her.