In Relationship Selling, Sales Training

Kim Avery, Donald Kelly, The Sales Evangelist Podcast, Sales Podcast Building lasting relationships is one of the cornerstones of success in sales. However, this is something that many salespeople still have a problem with. Dig this: 80-90% of relationship problems come from misunderstanding the differences that are biologically hardwired in our bodies. Today, we talk more about building and strengthening relationships which is vital in sales.

Kimi Avary is a Relationship Navigation Specialist working with the masculine and feminine dynamic in relationships that goes awry when you don’t understand them. Kim helps men and women understand each other better so they stop putting assumptions about each other because they’re different. In this episode, Kimi shares how you can create strong bonds with your prospects so you can move forward in your sales process.

Here are the highlights of my conversation with Kimi:

How sellers and entrepreneurs can develop lasting, strong bonds with others:

  1. Notice how you’re making an assumption about another person.

Go back to that inception point of making that assumption and choose to be curious instead. When you make assumptions, you decide what the person needs and doesn’t need and that creates problems. Instead, be curious about what it is they truly desire.

  1. Understand that women talk more, men talk less.

When a woman is speaking to a man, bullet point their comments and questions and practice listening. When a man is speaking to a woman, give her more details. Tell a few more stories. Be a little bit less bullet-pointed. Men often use short answers while women look for all the details.

  1. Always ask if you can get a time to talk.

Respect their time. Get on the schedule and keep to the time frame.

  1. When you’re in a networking event, you’re there not to sell but to prospect.

When you’re going to a networking event, you’re prospecting and looking for a good person to set an appointment with. Say what you do short, sweet, succinctly, and clearly. Set another time for you to talk.

  1. Set appointments in your calendar and not just wing it.

Get that appointment in your calendar and send them your calendar link. Frame this in a way that this is an opportunity for you to dive into their needs so you make sure you’re a match and if not, then you can send them to somebody who is a match.

  1. Follow a script and focus on your intention.

Every word out of your mouth needs to be scripted and focused on your intentions. The first meeting is about telling them what you do. Then go to the next step of your selling process and the next. Ex. first meeting > calendar link > build trust and rapport through curiosity questions > find out what their needs are. Scripts are not robotic. They should be fluid.

Kimi’s Major Takeaway:

Be curious about the other person and really listen. Ladies, don’t chime in right away. Give the guys an opportunity to think about what it is they want to share with you. Provide a space for them to speak and that will deepen your bond with them.

Episode Resources:

Check out Kim’s Complimentary Relationship Breakthrough Session (for personal and professional relationships). Go to www.kimiavary.com/win. Fill out the form and receive a calendar link.

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