Stop Selling! Build a Relationship and They Will Buy With Velocity
By Bob Urichuck
Let’s face it: People buy from people, particularly people they trust and like, and people who remind them of themselves. Trust and understanding formulate a sturdy foundation for a solid relationship. Therefore, it is important that a sales professional learn how to build rapport and gain a customer’s trust quickly.
A number of factors should be considered to create a satisfying relationship with a customer. First, you must establish trust. The quickest and most effective method is to develop a strong rapport with the customer. Then you can proceed to ask specific questions and acquire further information once a beneficial rapport has been established and the customer trusts you. Without trust, the customer will not willingly answer any questions. You are about to discover the most important first step in the selling process of the Velocity Selling System.
The contemporary meaning of “building rapport” is to achieve a sense of relationship, agreement and harmony. However, the word “rapport” is derived from the old French language and means “to bring back.” In sales, the concept of “bringing back” depicts the true meaning of “building rapport.”
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The Original Blue Book - Major Appliance Job Rate Guide was written and developed by Dean Landers. Mr. Landers wanted more options and features for his original product so he partnered with Service Company Solutions to create a more functional product. By combining the "Blue Book" with the innovative MPH engine, we have been able to create a more comprehensive "Blue Book". This new book includes both standard and premium appliances and has a more extensive listing of product codes and always up-to-date parts integration.
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RRetailers, Servicers, Suppliers: A Call for Industry Participation
For more than 75 years, the North American Retail Dealers Association has been the voice of independent appliance, electronics, bedding and furniture retailers. Through education, representation and a host of benefits, NARDA has worked diligently for all retailers.
Here’s how you can help both the industry and your own enterprise: NARDA is now moving forward into new areas and seeks volunteers that can give an hour or less each month to help guide the association. Please indicate your interest and you will be contacted and given more information.
NARDA also is asking you to identify the areas in which it can assist you and your business. Whether it is legislation, education, legal services, publications, repair service or cloud-based services, please indicate which issues are most important to you. The very best suggestions will receive a $100 gift card.
Please express your willingness to volunteer and suggestions to firstname.lastname@example.org.
2011 CODB Survey Now Available
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Members Renew Online!!
To login to the Members Only section to update your information and renew your membership use the email associated with your organization's personal contact. Your password has not changed. If you are having difficulties signing in please contact NARDA, Nardasvc@narda.com.