Successful Selling in Germany Tied to Forging Strong Client Relationships

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Today, some of the most successful salespeople in Germany are conductors, persuaders and relaters. They are focused, now more than ever, on relationship building with their clients – not the financial gain from the sale, according to new research from TTI SI.

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The new face of the German salesperson is one who connects with prospects, builds long-term rapport and becomes a valuable resource, which eventually leads to the sale.

Today, some of the most successful salespeople in Germany are conductors, persuaders and relaters. They are focused, now more than ever, on relationship building with their clients – not the financial gain from the sale.

This is according to new research from TTI Success Insights (TTI SI), a company that exists to reveal and harness individuals’ unique skills and talents through the power of science-based assessments. TTI SI’s research shows a salesperson who is focused long-term on fostering relationships to achieve a sale are far more successful than someone who is highly utilitarian, only focused on the immediate return on investment.

“The new face of the German salesperson is one who connects with prospects, builds long-term rapport and becomes a valuable resource, which eventually leads to the sale,” said Bill J. Bonnstetter, chairman and founder of Target Training International, Ltd., and TTI SI. “Surprisingly, sales people with a high social motivator – individuals who are driven by helping others – have become top sales performers.

While the majority of successful German salespeople are still driven by the utilitarian mindset, those motivated by helping others have spiked significantly in the last six years. There has been an 11 percent increase — from 1 percent in 2009 to 12 percent in 2015 — in the number of sales professionals focused on forging strong client relationships.

In 2009, TTI SI began researching the differences in sales styles between the United States and Germany, which involved studying the unique behaviors, motivations and skill sets of nearly 160 highly performing German salespeople. This process involved collaboration with the company’s German Master Distributor, Frank Sheelen.

The sales research findings also concluded that, while relationship building is important in securing new or existing business, German consumers covet salespeople who possess superior product knowledge and expertise. In essence, there’s still recognition that a strong brand can carry a weak salesperson.

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Emily Soccorsy
@TTI_SI
since: 05/2009
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TTI Success Insights
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