Welcome to Chapter number two of the five main skills of top sales reps, relationship building. So you may wonder what is relationship building has to do with sales reps and the sales activity does a lot. This skill will allow you to have long term businesses, long term relations with your customers, and ultimately lead you to succeed in sales. And these are the lessons that we have in this topic. Number one, honesty and trust. Number two, walk the talk.

And number three, take your time. So the first lesson about relationship building, it's very simple. I think it makes sense even out of the business world. It's about honesty and trust. You cannot build a relationship with your wife Do girlfriends, with your family with friends, that is not based on honesty and trust. And in business, it's different.

Of course, we don't ask you to tell everything we don't ask you to, to, to be completely transparent. But at least what his say must be Koreans shouldn't lie at all. Maybe don't say the old truth, maybe things that you cannot disclose. That's normal. That's never, never use lies or incorrect information or misleading your customers or sending wrong signals. All of that.

All of it will geo paradise. Your image is honest person. If you want to be In sales in the long run, it's trust plays a major role. Maybe you don't win all your negotiations, maybe you don't win all the deals that customers present you. But if you're trustworthy, they will keep you in mind. And you will have the chance in the future to make deal again by other hands, if you're not honest, or trustworthy, and even if you want to deal now, issue that you will lose future deals.

So being honest and trustworthy will allow you to remain in the game. And of course in business, I've lost deals with some of my customers, but then I got them back again. Well, at least your image in this sense. Must be immaculate. Okay. One thing is to To be a big mouth, and that's not a good thing in sales, as I already told you in the other chapter.

But still, if you are a big mouth, but you're just saying, nonsense. That's one thing. If you are leading your customer in the wrong direction, if you're telling them the wrong information, or if you know that your product is not suitable for the selected location, and you're misleading them, believe me, it will hit you in the future. avoided, the brutally honest, you better lose a deal. Then to be to be marked with a red cross and say this supplies out. Next point is walk the talk and that's also very important, again in the real world of relationship building, Do what you say Say what you do.

Don't try to play the role of somebody. Don't try to play the role of the coal guide or the coal sales guide that be yourself. Be honest, transparent, as long as possible, of course, always information that you cannot disclose. There's always business, likeable property and business information that you need to very much you need to bear in mind competition law and all that stuff. That was what you say, must be true, must be correct. And you must act and behave accordingly to your speech.

You cannot use certain speech and behave differently. So it's a lot of respect and support About, again, granting that image of the respectable, respectable salesperson. walk the talk, do what you say, support stand for your customers whenever they need. Help them out. Don't try to abuse them. Don't try to explore them, even if you see the opportunity, because if they find out you will be punished in the future.

And of course, we are always talking in terms of good and common sense. One thing is leaving money on the table. Another thing is exploring a customer in some weakness, that he will find out, I'll do it. Okay, next point is take your time. Take your time for relationships, you have to take your time you have to have time for people you have to add time to, to go out to your friends or to invite your girlfriend for dinner or to go to your parents in law. Take your time, take your time for people, because they will appreciate it.

And even if they will not tell you directly, they will invite you again for next round of negotiations, even if you lost a deal, keep in touch with them, keep in touch with the customer. keep giving them market information, trends of the industry, news about your company. Ask them about their company. Take your time. That is highly appreciated. Particularly I can tell you I had situations where I lost customers and steel I kept in contact to them very regularly, not being heavy, but regularly coming with updates, telling how we see the market, how our prices are evolving and asking about their business.

Believe me one cycle after one year later, because these Kind of customer was on the early contracts. They invited me to make an offer. And we did close a deal. We get back in business. And this is not only one exception, it's most of the rules, most of the times customers will reward you for taking that time, not abandoned. And that's really important in relationship building.

So have all these in mind, even if you're not, or you think that you're not good at relationship building, have all these things in mind, harnessed trust, taking the time proposing, asking, not exploring, and again, don't misunderstand not exploring by seeing the chance to have a higher margin and not having it that's completely different. It's about the specific Fix of the deal and how much in line how you read it. So these are the basics, to build relationships, practice them, go through it, practice them on your personal life. Because if you are able to do it on your personal life, you will be able to do your business life. And it doesn't cost and it's very rewarding. It's actually one of the things that I love in this in this role.

It's the people that I meet. It's the amazing opportunity to share and exchange with different people from different backgrounds. And believe me, most of them, I would even be able to call them friends. Even Of course, if there's kind of small boundaries that we have to put in between personal and professional life, but I still have contact I have my very old customers that I dealt in the past, from previous companies. And if I call them today, they will be glad to hear from me and vice versa. And that's the beauty of these role, not only about money, not only about the good benefits, company, car, etc, etc.

It's about the rich experience that it is interacting with so many people around us and being able to make change and to see your products or services going around in your country, in your region, in your continent or in the world. I hope you liked it, and I'll see you in the next chapter.