I begin this since the previous one published as I am thinking that I need to add some further details to the points. Including being a listener, a solution provider, to be a good salesman you have to be a good partner and a good friend to your accounts. Let me share the points that how to be a good partner and a good friend with your accounts and build a solid relationship with them.
Be a good partner. It doesn’t seem to be very difficult because every good salesman would think that they have achieved it. But maybe it’s not the partner relationship, it’s just co-worker relationship. You get what you want and he gets what he needs. That’s even. Don’t expect too much if you are just staying this kind of relationship with your account. Move to the next step? Okay, then you should try to know about what he cares then. That’s just like the relationships in the office. When you come to a new company, everything and everyone is fresh to you and your co-workers as well. They would say hello to you and some would smile at you but they might not ask you if you need any help or take initiative to help you as they even don’t know your needs. You have to adept yourself and turn to them if you meet with any problems. That’s co-worker. But with the time passing by, they would go to your desk and talk about something initiatively or ask you if you need any help or join in their topics. That’s partner. And one day you might get an invitation to join in their lunch time which means you might be on the way to become to a good partner. Things are not so difficult to move from a partner to a good partner. Just depends on your attitude towards the people around you and if you would care those they care on work.
Be a good friend. It means when you deliver a request to your account and he will try his very best to help you get it and vise versa. That’s not so easy to build. I still remember that once my boss told me that to build solid relationships with your accounts is just like the way you build your relationships with your buddies. You open your mind and try to think the way they would probably think. A good example from my boss past 10 years experience is that she started the business very hard as her accounts didn’t buy her idea and suggestion and the way to change the current business model. They considered it as a labor cost and margin less work if doing so. But she’s keeping trying and telling those accounts it was worth doing so and even to help them analyze the future margin trend by every step. She spent most of time on working with them even it was none of her business. What she tried to do was to prove that she was on the side with them and deliver the information that she’s the one worth trust. Just like her saying, I can make you touched even if you are an ice berg. You have to believe that everything is possible if you stick to it. Enemy would turn to be friend not alone that you are partner to each other from the very beginning. Get your accounts trust you and then the topics between you and them are not only the topics on sh*t work but something that out of work. Everyone needs friends even if they are your accounts. As I am always emphasizing that to help your accounts is just as to help your friends, be side with them.