Best Practices for Networking, Sales – Seattle Management Consultant Terry Corbell

May 12, 2011 - PRLog -- The keys to success in business networking depend on quality not quantity, writes Seattle management consultant Terry Corbell.

“Knowledge has always been essential in sales, but the ability to sustain relationships is both gratifying and important for success,” explains the profit professional on his business portal (http://www.bizcoachinfo.com).

His column includes his seven tips for successful networking at http://www.bizcoachinfo.com/archives/6535.

It also links to the seven steps to higher sales, the five value perceptions that motivate customers to buy, and the three-step process for overcoming sales objections.

“Building relationships gave companies on entre to customers so they can make money by outperforming their competitors and by creating new niches,” adds Mr. Corbell.

“Most customers prefer to buy from companies they respect and trust,” he asserts. “Ironically, customers buy more products when they feel comfortable – not necessarily by the lowest prices.”

Mr. Corbell stresses the importance of first impressions as a successful launching pad for trust leading to profitable sales.

“Only 18 percent of consumers buy on price,” he quotes from his research. “Endless sales will condition and numb your customers. The urgency to buy disappears.”

Mr. Corbell advises focusing on the 82 percent of customers who buy for value. “There are five motivating perceptions for customers to buy from you. Price is only one small consideration.”

To evaluate the sales aptitude of your company, he says it’s important to ask yourself five questions:

1. Are we showing empathy about the customer’s problems or requests?
2. Are we taking the right steps to help the customer feel significant?
3. Are we giving the customer enough attention?
4. If there’s a disagreement, do we use diplomacy?
5. Do we act as if the customer is the reason for our business?

“If any of the answers are no, the place to start is to ask open-ended questions to avoid close-ended answers,” explains Mr. Corbell. “Then, find a need and fill it. Don’t forget to show gratitude and prevent buyer’s remorse.”

With more than 30 years experience, his consulting-practice focuses on Marketing, Human Resources and Special Projects.

His business portal – The Biz Coach with Proven Solutions for Maximum Profits – publishes business coaching strategies: Planning, Operations, Marketing/Sales, Finance, Tech, Public Policy, Human Resources, and Wall Street.

Mr. Corbell is available to speak at various organizations, as a motivational or keynote speaker.

In human resources training, Mr. Corbell fully understands workplace diversity and cross-cultural communication are necessary for good business (he holds Tribal Citizenship in the Cherokee Nation).

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Seattle management consultant Terry Corbell is a business-performance consultant and profit professional. He publishes performance-enhancing strategies at The Biz Coach: http://www.bizcoachinfo.com, Proven Solutions for Maximum Profits.