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The successful business relations are based on the value on competence, on trust and convenience. Worth Value: The perception of ¢ s "of the â, customerââ of your value, merit, usefulness or importance. The value addresses the question of ¢ s "of the â, customerââ," of the Å, ââ what can this person or company do for me? of the Â, ââ The value can be articulated explicitly answering these questions during the sales cycle: ¢ of, as ââ? (what the customer may invite him to gain trade with ¬ ", ââ; sales in low cost, etc.. increased) ¢ of, ââ when? (when the customer can receive the value) ¢ of, as ââ sure? (proof that the customer actually reaches the declared value) Provide standards for the customer so that there is little demand for what the customer can expect from you: "Å of, ââ have a record supply cost reductions of 15% and the availability of product 90 % Within 2 days of order. of the Â, ââ What are rules that your customers can ask to live up to? Remember, it is YOUR job to tell your customers that value may include ¬ ", ââ, the ¢ t" of the â, shouldnââ guest must work to figure out the value themselves. If ¢ t "of the â, donââ explicitly measured the value your customer may think receive ¬", ââ, and your competition can do this job for your ¬ ", ââ reviews; Who is going to win the sale? Jurisdiction Jurisdiction: The perception of ¢ s "of the â, customerââ of your skills, knowledge and experience about them or their trade. The competence addressed the question of ¢ s "of the â, customerââ," Å of, ââ can this person or company to do what they say can be done? of the Â, ââ Competence is demonstrated by the following: The ¢ of, ââ completing and realizes that sales lle organized and logical approaches ¢ of, ââ carrying an understanding of customer and trade ¢ of, ââ shows that research and knowledge ¢ of, ââ that validates your chances ¢ of, ââ which makes the participation of members of the team and rightly on a current basis The perception of competence is gained over time. As you work this reference guide in your approach to your customers, earn credibility and increase your business relations. Trust Trust: The confidence of ¢ s "of the â, customerââ in your integrity, ability and intention. The trust addresses the question of ¢ s "of the â, customerââ," of the Å, ââ ago I trust this person? of the Â, ââ Confidence is demonstrated by the following: ¢ of, ââ using the introductions of third parties ¢ of, ââ providing a letter of recommendation (credibility objective configuration aid references) ¢ of, ââ that displays honesty, sincerity, empathy and respect (the exposure of ¢ ve "of the â, youââ done your work, shows a concern for their time and editions) ¢ of, ââ carrying victory / intention of victory (concern for positive result / success for both parties) The ¢ of, especially ââ, validation with action: o establish a list of rules established follow-through or new (reference guide for expected behavior that is agreed and which can be counted above) Convenience Convenience: The perception of ¢ s "of the â, customerââ convenience or properness of your actions or their respect to their trade. The convenience addressed the question of ¢ s "of the â, customerââ," Å of, ââ is this person who behaves correctly or right? of the Â, ââ The exhibition of convenience is in the sense that you submitted. More than half of perceptions of ¢ "of the â, othersââ of you is the ¬", based, ââ, at least initially ¬ ", ââ; about your appearance. Consequently, take care in your appearance, mannerism, vocabulary and physical label business. If your first of the  of appearancesââ "of the Å, ââ is on the phone, sull'attenzione special payment to your tone, sull'entusiasmo and vocabulary. A second, critical part of demonstrating your convenience involves adaptability to the people. In trade, ¬ ", ââ rule of gold;" of the Å, ââ ago anointed as the others do unto you the ¬ ", ââ of the  of the youââ; is usually inadequate. Indeed, if treated while others want to be cured, you can finish up the neglect of their needs, and you want to expectations, which may be completely different from your own. You must be smart enough to recognize the "¢ â,,,, othersââ you need, want and expectations and you must be flexible enough treat people the way you want to be treated. Tell your customers in a way that makes them feel more comfortable. This decrease of  of the tensionââ relationship "of the Å, ââ and increases the confidence, credibility, cooperation and commitment to work with you. Developments your ¬ ", ââ of business relations, and your ¬" future, ââ; focusing on these critical elements of value, competence, trust and convenience.

Terence R Traut

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