The forward thinking consultative selling methodology becomes successful when sales professionals treat their prospects like a guest. One of the things that rarely is taught in sales is how to be a proper guest relations specialist. Guest Relations is the art of providing professional customer service that makes a solid impression on the client. There is a huge difference between a customer and a guest. The customers can come and go and no one ever knows if they will buy from you. A guest feels warm and welcome which leaves them to make that emotional buying decision in a much simpler fashion.
The sales and guest relations aspect when combined can create a solid forward thinking consultative selling process. This starts with the proper appearance of the sales professional and business that moves into an elegant greeting. The first impression that is made in the first five seconds of shaking the guest’s hand will build the foundation of either failure or success moving forward in the interaction. It is time to make the guest feel warm and welcome. In order for this to happen it is important to have an elegant and comfortable environment where the guest is offered a beverage and/or a snack. If there are other people present it is important to give them the proper attention and respect as well.
Sales is all about building a relationship with the prospect through rapport. The rapport that is built allows the sales process to continue with proper fact finding, demonstration and eventually the close of the sale. The close of the sales does not end there. There is the delivery of the product (and guest nourishment throughout the delivery process). After delivery of the product the nourishment process of follow up begins.
The follow up process should be installed in a customer relationship management (CRM) tool. The follow up needs to be systematic but personalized. It is important to take diligent notes and keep track of what is going on in the life of the client (birthdays, anniversaries, services visits, family news). Anything that the consumer says the professional about them needs to be documented. The process needs to be practiced through phone calls, emails, text messages, videos and personalized greeting cards.
The forward thinking consultative selling method dictates that all modern tools are used including computers, mobile phones and social media. These will allow the modern sales professional to not only keep up with the times; this presents the best guest relations service to the client. When done properly guests become clients that bring residual business over a lifetime as well as referrals. This is important for all aspects of sales and industries.
Learn more at http://stansher.com. His philosophy is taught to sales professionals all over the world. If you are looking to improve sales, marketing and business development strategies in your business contact Stan at email@example.com or 732-925-8362.