258: How To Build Strong Relationships With Our Buyers (Part Two)

<p>In the last episode we looked at the first three of the human relations principles we can apply when interacting with our buyers. Sales is all about trust.  Trust is built up through what we say and what we do.  It is also a function of our behavior with buyers.  We face a tricky equation of getting on with all types of buyers with different outlooks, communication and personality styles.  There are some universal aspects of our control over what we say and how we say it, which will serve us well in order to serve the largest scope of buyers possible.  We know all of these things. The only problem is we don’t do them!</p> <ol start="4"> <li>Become genuinely interested in other people.</li> </ol> <p>We are all severely time poor and focused on what we need to do.  We have little mental bandwidth for what other people are thinking or need.  It is very hard to build up trusting buyer relationships with a time poor, highly transactional approach.</p> <p> </p> <p>If we don’t build trust, then what sort of relationship will we have with the buyer?  The way to build trust is to get to know people and get them to get to know us.  The more things we share in common, the easier it is to get on with each other.  This is not manipulation, trying to get to know others, so that we can use them.  People are not stupid and they pick up on this immediately. </p> <p> </p> <p>What we are talking about here is genuine interest.  Each one of us has areas or experience or interests which others would genuinely find interesting.  It is often amazing to learn things about buyers you have worked with over many years, that you had no idea about.  It makes for a richer happier interaction.  With new clients, it breaks the ice and makes the relationship building go so much smoother.</p> <p> </p> <p>You might be thinking: “but even if I start to be genuinely interested in them, it’s difficult to start a conversation about things other than the products”.</p> <p> </p> <p>The first step is to use Principle number <strong>5. Smile.</strong><