Hi Community members,
A couple of months ago, three of our Community members shared how they start with Advanced Search to identify specific people and learn more about their interests, backgrounds, and personalities from the insights available in Sales Navigator.
Today, we will be diving into the next part after learning more about your buyers: cultivating inclusive relationships with them. First, in the continuously changing landscape of sales and business, we all need to embrace and celebrate diversity. When diversity is appreciated and put into practice, sellers are greeted with many more opportunities. Not only will getting to know and accepting people as they are allow you to understand their needs and motivations, but it will also introduce more perspectives and a more comprehensive view of what surrounds you, helping you expand potential markets as well. Think about what customers want and how customers buy these days.
Next, here are some key points to keep in mind as you form, nurture, and sustain relationships with your buyers and prospects, taken from Meridith Powell’s course on Inclusive Selling: Selling Across Culture, Race, and Gender Differences:
- Consider your blind spots — Try to identify and address preconceived notions or weak spots before approaching your customers.
- Sell through cultural differences — Do your due diligence to understand where your prospect may be coming from. Stay culturally cognizant and sensitive and show that you care about your buyer’s needs.
- Sell through gender differences — Men often view sales as more transactional than women. Find common ground to connect on and be respectful to the differences you may have.
- Recognize generational differences — Keep in mind that millennials have more buying power than ever before, and that Gen Z will be an up-and-coming force in the market.
- Sell to those with different beliefs — Even when there are different cultural, religious, or political beliefs, it is still possible to build rapport with others. Remember to show respect and be honest when trying to connect with each other.
When we all take a step to prioritize understanding each other through differences, practice listening, and show empathy, we’re able to connect better and build strong inclusive relationships. Don’t forget to check out the LinkedIn Learning course if you’d like to learn more about inclusive relationships!
Thank you,
Eva C.
