Relationship Selling - The Buy And Buy

If you master relationship selling, it is almost impossible for your competitors to beat. If you have established a relationship with your client, they will run your competition off before they ever have a chance to show their goods or services. nnTo start with, let’s look at the cycle of dating. SAY WHAT? Yes, dating. nnBy understanding the dating process, you can better understand the selling process, and why some sales people have such a repeat business they never have to cold call. Let’s take a look. nnHere are the typical steps in the dating process. nnFirst meeting or introduction Second meeting nGet to know each other nFirst date, social gathering nSecond date another social gathering nRomantic dinner or movie nMeet the parents nPop the question nEngagement period nMarriage nnIf you ask your date to marry on the first meeting, you will probably get rejected! There is a process and following the steps of this process is necessary to have a successful relationship. nnNow, let’s look at a typical sales process. nnCold call nSecond cold call nBusiness meeting or event nWarm call or referral nTestimonials nDemonstration nPresent to decision makers nClose nnIf you ask your prospect to buy on the cold call, you will probably get rejection, just like above. nnSo write down the all of the steps to your sales process and follow them. In fact, the more steps you have, the better chance you have of relationship selling. nnRelationship selling is simply the most powerful sales tool you could ever employ. Forget, for a moment, all the closes, trial closes and persuasive techniques. Establish a relationship with your client and that will insure repeat business and referrals more than anything else. nnHow exactly do you establish this relationship? nnFirst, you must find common ground; something outside of work, but not too far. Here are some relationship selling examples… nnBirthday cards, Golf, Bowling, Hunting, Fishing, Personal collections, Golf balls, Pictures, Stamps, Baseball Cards, Figurines, Pictures, Kids, Grandchildren, Dancing, Biking, Hiking, and Weight loss. nnI think you get the picture. You must find something that you relate too then expand on that. Add a golf ball to their collection, discuss fishing tips, share diet plans. nnIt does take some energy to do this, but clients want to buy from someone they like and trust. The best way to establish this is to find the common ground and relate to them. nnAfter the sale is made, stay in touch with your client at least every 90 days. Drop them an e-mail to ask how it’s going. Most sales people never do this and just show up when it’s time to renew. nnRelationship selling is the ultimate continuing sales process that springs forth an eternal source of renewals and referrals. nnYour client wants to deal with someone they feel cares about them. If you care about them, you must care about their company. Go get em! nn