Relationship Building Flashcards
1
Q
Understanding Customer Needs
A
- Research and Preparation
- Ask Probing Questions
2
Q
Regular Communication
A
- Consistent Follow-Ups
- Personalized Updates
3
Q
Deliver Value Beyond Sales
A
- Educational Resources
- Consultative Approach
- Showing interest and empathy
4
Q
Show Appreciation
A
- Meals
- Coffee
- Provide value beyond business
- Learn abour their interests
5
Q
Steps to Build personal connection
A
- Create a personal profile
- Personal Interests / Tailored communication
- Acknowledge Significant events and milestones
- Genuine Interest and Empaty
- Transparency and honesty
- Be avaliable and responsive
- Proactive Engagement
- Followup on past conversations
6
Q
Reflection Techniques
Emberaced Continual Learning
in order to achive that
A
- Taking Notes
- Requesting Feedback
- What did i do right
- What did i do wrong
- Where can i improve
7
Q
How do you build rapport
A
- Building a connection and trust
- Deliver value beyond sales
- Build a personal connction
- Read the audience
- Reflection
8
Q
Examples
Reading an audience
A
- Aknowledge Challenges
- Keen eye on the dynamic
- Signs of interest - Leaning forward, Note Taking, looking at each other, crossed arms, open body language.
- Tailor approach to key decition makers priorities
9
Q
How to understand prospect as an individual
A
Personality Type
Intersts & Hobbies
Communication style
Personal values & Ethics
Learning style
Openness to bew ideas
7. Adaptability & Flexibility
10
Q
Think energy - Dial Down or Up
Right balance of approach - self awareness
A
- Active listening
- Asking questions or probing
- Work collaboritively
- Building a connection and trust
11
Q
How to approach an engineering manager
A
- Technical Focus
- Problem solving
- Innovation
- Specifications
- Compatability
12
Q
How to approach an opperations manager
A
- Opperational efficiency
- Reliability
- Supply chain assurence
- Cost effectiveness
- ROI
- Process improvment & Integration
