Management Tip of the Day: Turn a Relationship Into a Sale

Are you having trouble viewing this email? If so, click here to see it in a web browser. HOME   |   TIPS   |   BLOGS   |   THE MAGAZINE   |   BOOKS   |   STORE RSS   |   Mobile NOVEMBER 26, 2012 Turn a Relationship Into a Sale It's common wisdom that you're more likely to make a sale if you build rapport with a customer. Instead of focusing on the transaction, emphasize the connection by doing these three things: Be generous. Go into each meeting with a list of five ways to make the prospect successful. Don't worry about what you'll get in return. Instead think of it as good sales karma for which you may be rewarded. Become a trusted advisor. Stay focused on your customer's success, not your quota. Give the best advice you can give, only recommending your product when it's a great fit for their situation. Believe in the ask. If it's generous, with a low barrier to entry and huge opportunities for return, then you're much more likely to forge a trusting relationship. Today's Management Tip was adapted from "How to Turn a Relationship Into a Sale" by Keith Ferrazzi. Read the full post and join the discussion » Share Today's Tip: FEATURED PRODUCT The Success Equation: Untangling Skill and Luck in Business, Sports, and Investing Ebook Now Available In his provocative new book, Michael Mauboussin untangles the intricate strands of skill and luck, defines them, and provides useful frameworks for analyzing their relative contributions. He offers concrete suggestions for how to put these insights to work to your advantage in business and other dimensions of life. The Success Equation is a must-read for anyone seeking to make better decisions — in business and in life. ADVERTISEMENT Follow the Tip: PREVIOUS TIPS Use Sound Bites to Make Your Presentation Stick Ask These 3 Questions Before Joining that Start-Up Energize Your Network New Job? Only Make the Sacrifices You Want To Keep Your Team Small A Better Way to Brainstorm in Groups Maintain Control When Conducting a Job Interview Make Your To-Do List Work If You Both Work, Stay Happy Help Your Multitasking Colleague Break the Habit All Previous Tips BEST SELLERS HBR's 10 Must Reads: The Essentials HBR's 10 Must Reads Library Set Guide to Persuasive Presentations Guide to Better Business Writing Guide to Getting the Right Work Done Introducing Mobile ManageMentor Powered by the proven content of Harvard ManageMentor™ iTunes >> Android >> UNSUBSCRIBE   |   UPDATE YOUR PROFILE   |   MORE EMAIL NEWSLETTERS   |   PRIVACY POLICY Was this email forwarded to you? If so, sign up to start receiving your own copy. ABOUT THIS MAILING LIST You have received this message because you subscribed to the "Management Tip of the Day" email newsletter from Harvard Business Review. If at any point you wish to remove yourself from this list, change your email address, or sign up for other email newsletters and alerts, please visit the Harvard Business Review Email Newsletter Preference Center. OPT OUT If you do not wish to receive any email messages from Harvard Business Review, click here. ADVERTISE WITH HBR This enewsletter is read by thousands of decision makers every day. Learn more about connecting your brand with this audience. Copyright © 2012 Harvard Business School Publishing, an affiliate of Harvard Business School. All rights reserved. Harvard Business Publishing | 60 Harvard Way | Boston, MA 02163 Customer Service: 800-545-7685 (+1-617-783-7600 outside the U.S. and Canada)