Doing Business the Right Way

"People don't care how much you know until they know how much you care," says sales consultant Michael Brizz.7s%@.V4dY-o6d

?6tjj"ds Brizz feels that salespeople should try to create relationships so that the customers view them more as partners than as vendors. One way to do that is to look for unique chances to provide value to both the person and the organization. "Find out the challenges for the individual and the organization and then confirm them," says Brizz. "Sit down and share your observations and brainstorm a little bit about solutions. Make sure you establish the fact that you're not trying to sell the customers anything. You're there to help them solve a problem or meet a challenge.k7d?U+h
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"The very act of sitting down and asking customers for confirmation of those issues demonstrates that you're paying attention and have a sensitivity to what's really relevant for them. Come right out and ask the question, 'How can I help?'"d$Xw{5J

!Uw nI+{0`\$w` Just talking about a problem or challenge and offering solutions goes a long way in building reciprocity with prospects or customers. "If you follow up with a 'How can I help?' even if there's really nothing you can do, customers appreciate your offer. They may feel you've already helped just by walking them through the situation," Brizz notes. "If you can put them in touch with someone who may be able to help, that's even better.
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"People want to know that when they're facing a challenge or when things don't go well, they can count on you as a resource, even if the problem has nothing to do with what you sell. Look for the opportunity to demonstrate that you can go above and beyond. It's your moment to shine.E)||1RQf$y;A;`%R&X

$^7N(~2XVUD$\0A} "It's all about the value you bring to the client," concludes Brizz. "When you unselfishly help a customer, you distinguish yourself from other salespeople. Salespeople who do that get the majority of the business."
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Michael Brizz is president of the Center for Professional Achievement Inc., which specializes in teaching consultative selling and large-account sales. For information, call 1-800-865-2867

Good, I like this sentence: people don't care how much you know until they know how much you care.

how can you get this

I really apprecited your generosity you just showed,and its really a good sign to see us FOB fans help each other

like a advertisement :L
Fyv$MV#e[&@Q telephone number :lol

people don't care how much you know until they know how much you care
k'QJ1zj very nice, i like it, XWH;L6W)t.r]0E
gracias

one good sentence

People don't care how much you know until they know how much you care

"It's all about the value you bring to the client."#S7as&B"c'y O
I can't agree with you any more.

yes, fairly right!
*a yX&}q9IP I can get something useful from this article...also it seems an Ad, but it doesn't matter, I can neglect this:D H/U4m]o/lbN
Thank skyfly

with more enthusiasm, you will catch your clients' heart more easily~~~

[quote]Originally posted by [i]ygy1110[/i] at 2008-5-4 12:04 [url=http://forum.fobshanghai.com/redirect.php?goto=findpost&pid=3246313&ptid=322721][img]http://forum.fobshanghai.com/images/common/back.gif[/img][/url]
J+^o(rwCs like a advertisement :L
2j3~0G$P6},tz telephone number :lol [/quote]
#Nyk7H!Z/q}nW e%l/V!N}$G
hehe, in order to keep original so just release it total. maybe we'd better to pay more attention about anothers.

[quote]Originally posted by [i]vfang18[/i] at 2008-5-4 16:51 [url=http://forum.fobshanghai.com/redirect.php?goto=findpost&pid=3246402&ptid=322721][img]http://forum.fobshanghai.com/images/common/back.gif[/img][/url]W)q7JhU1mc
yes, fairly right!1ef,wJ"x;{H"G
I can get something useful from this article...also it seems an Ad, but it doesn't matter, I can neglect this:D
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c Thank skyfly [/quote]9eWw\5c5Y6T
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It's great you can get something useful...
Bk;l9A'S#Sr and thanks for your kind understanding~~~~~~

"When you unselfishly help a customer, you distinguish yourself from other salespeople. Salespeople who do that get the majority of the business."
)Y%A*a'Ae$z"c { As regular way we said, help another is help ourselves, of cause, the first is how to understand the meaning of help, sometimes, since we don't learn details about customers situation, if we just do some thing for customers according to us experience, maybe we will make us in difficult station.