Does Your Sales Training Program Include Relationship Building Techniques?

You tell me you have competition and I beg to disagree.


If you are in sales, yes we all are, the only thing that separates me from you are our results, however in order to get those results there is something I have learnt to do that you most likely are not.

Think you can guess what it is?

If you are a small business owner, a sales representative, or you are new to sales then listen carefully, as what I am about to share with you will be the difference between performing well in the field of sales or failing. These will be words of wisdom and one you should adhere to.

Want to learn how to differentiate yourself from the pack, then learn how to start building quality relationships, it’s that simple!

The biggest mistake the majority of sales people are making is they think they have to know everything about their product or service, but in reality what you have to know is everything about your client.

Let me give you an example:

Recently I came across a client who never bought the service I am offering from a competitor of mine, what I now know was, she was very interested, so I made sure I connected well with her first, you know rapport build, then proceeded to ask her a few questions, and what I found out was the most invaluable information I had ever wished for – She proceeded to tell me that she did not buy from my competitor because she didn’t trust the sales person. Now I wonder, how often does this happen?

So if you’re client wants something from you and doesn’t trust you, it is irrelevant how much you know about your product or service, people want to feel comfortable around you, and if they don’t you won’t make the sale, period!

What the client really wants to know is how much you care.

Tip: Prior to seeing your next client incorporate in your sales presentation the following

  1. Endeavour to build rapport with the client first
  2. Ask quality questions which shows genuine interest in my client
  3. Be interested not interesting

Next time you are on a sales call or you meet a potential client or regular ask yourself how strong is this relationship? You may find that the majority of sales you are missing out on are because you are yet to gain the customers trust.

About the Author:

Rob Borg is a leading peak performance coach in the fields of sales, sales and marketing, sales training sydney, sales training melbourne and personal development.

Rob is the person sales people turn to when they need help, direction, motivation or simply to close more sales and achieve budget. Rob is the person who can help you turn it all around, by helping you lay the foundation from where you are now and what you need to do to achieve what it is that you want and do it with certainty.

Happy Selling!