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Sales Commandment 5: Accessibility is Key
Guest articles > Sales Commandment 5: Accessibility is Key
by: Daniel Milstein
As a successful salesman, I have key principles I follow when dealing with a sale. Accessibility is one of the most important factors when forging relationships.
High accessibility is the key component of business relationships with both customers and your strategic referral partners, such as attorneys, CPAs, financial planners and others. Very few people have the ability to leave work early or step away from their office to attend several daily appointments. Indeed, being available to clients in the evening and on weekends shows your utmost commitment to them and their needs. I have yet to meet a Realtor who has failed to inquire about my availability in the evening, and on weekends and holidays. This level of accessibility is important to real estate agents, as they often show homes to clients in the evenings and on weekends. When a client is ready to make an offer on a home and has financing questions, they need prompt answers. Having a loan officer who is constantly available to explain the process, terms, and conditions in a manner that is easily understandable is paramount to a successful business relationship. While it may not be necessary for salespeople in other professions to be similarly available, there are other ways to demonstrate your accessibility. This may involve providing your e-mail address or 'after hours' cell number so that a customer can contact you with a question and know that she will receive a prompt response.
Letting the customer know that you are there and willing to help them whenever they might need you instantly makes you more trustworthy and loyal. High accessibility will enable you to form strong business relationships with customers from the very beginning.
Daniel Milstein is the bestselling author of ABC of Sales. For more information, visit: http://amzn.to/ABCARTICLES.
Contributor: Daniel Milstein
Published here on: 09-Mar-14