People buy for emotional reasons and they buy from people they like and trust. It all starts with building relationships.

In order to build a lasting relationship, one must first establish rapport. You need to know the components of the NLP rapport pie and how to build rapport in the first 30 seconds of meeting. You must know how to identify an individual’s predominant sense and how to use that sense to your benefit during the presentation phase.

Once rapport has been established, questions can then be asked. However, you need to know why questions are so important, the type of questions that should be asked, and how to deal with questions from the prospect or client without giving free consulting. There are a series of questioning techniques that are available to salespeople and that will enhance the selling relationship.

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The sales competencies that salespeople need are numerous but boil down to human interaction, communication and relationship building. Gone are the traditional days of the slick, hit and run feature and benefit dumps.

Now, it is time to change as traditional sales are no longer working with the sophisticated buyers of today. It is now a clear-cut case of being professional and following a non-traditional proven sales results system especially if we want to be different than everyone else out there, and increase those sales results.

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Your sales behaviors will determine your sales results. Are you demonstrating appropriate or inappropriate sales behaviors?

Behavior is the manner in which you conduct yourself. Sales behavior is the way you behave, the way you act, function or react.

Appropriate sales behavior drives opportunities. Inappropriate sales behaviors, or lack of appropriate sales behaviors will drive opportunities away.

Opportunities first come from setting goals, written S.M.A.R.T. goals, first from a personal level and then, from an organizational level.

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Your sales behaviors will determine your sales results. Are you demonstrating appropriate or inappropriate sales behaviors?

Behavior is the manner in which you conduct yourself. Sales behavior is the way you behave, the way you act, function or react.

Appropriate sales behavior drives opportunities. Inappropriate sales behaviors, or lack of appropriate sales behaviors will drive opportunities away.

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