From its inception, the crux was forming special relationships with clients and becoming a committed partner on their journey toward career fulfillment, says Howard Sambol, executive director and owner of this 11-year-old consulting company specializing in career and business development. \"It\'s also critical to have a structured sales process,\" he continues. \"When we first started out, we didn\'t fully understand the steps involved. Now, we have created a real system for building relationships with clients.\" Sambol also strongly emphasizes the importance of prospects seeing you as an expert, someone who can help solve their problems. \"Bringing all of the elements together is critical: Relationship, sales process and expertise. You could even say that a proper sales relationship strikes a balance between friendship and caring on one hand, and professionalism and knowledge on the other. We try to always operate from these premises, and it\'s working!\"
When the Answer is No
Even after doing and saying all the right things, you may still get \"no\" for an answer. Sometimes this can provide an opportunity to redirect the sales situation or develop a new proposal. At other times, it just signals that it\'s best to move on to the next prospect.
Here\'s what top salespeople suggest doing when the answer is absolutely, positively \"no\":
Qualities of a Sales Professional
Studies have shown that outstanding salespeople share certain traits, whether they run their own business or work for someone else. According to Jim Cathcart, well-known speaker and author of Relationship Selling: The Key to Getting and Keeping Customers, whether people are professionals isn\'t determined by the business they are in, but by the way they are in business.