SALESMANSHIP - CELEBRATE OPENING A RELATIONSHIP

By Purnomosidhi

"Don't celebrate closing a sale, celebrate opening a relationship." -- Patricia Fripp, Keynote Speaker, Speech Coach, Sales Trainer, Author

Dedicate yourself to build and maintain high quality relationship with your prospect and customer. When closing a sale, perhaps, you just sell your product or service once. However, when building good relationship, you create more opportunity for the sales. Relationship is the key in salesmanship. Selling is recomending an idea, manifested in product or service. People won't accept your recomendation if there is a bar between you and them. People won't buy your product nor use your service if they do not like you. If you win their heart, you will get their attention and they will open to your recomended idea.


Relationship is an asset. Even if it is not in the form of money, it is moral investment. When you build relationship, you build opportunity.

Daniel Carnagie, in his book, "How to Win Friends and Influence People", writes that everyone has desire to be considered as important person. Your customer, your prospect, and you have this desire, too. So, you should build good ability to respond your customers and prospects, consider them important, and make them feel that they are considered important.






However, in sales there are going to be times when you can't make everyone happy. Don't expect to and you won't be disappointed. Just do your best for each client in each situation as it arises. Then, learn from each situation how to do it better the next time.

Learning to build relationship is essential in salesmanship. Some best sellers books, recomended for you to develop high quality relationship, are, among others,"How to Win Friends and Influence People" by Daniel Carnagie, "The Magic of Thinking Big", and "Personality Plus". You can also build your knowledge in salesmanship by reading articles written by Patricia Fripp, Keynote Speaker, Speech Coach, Sales Trainer, Author of www.fripp.com