| Relationship selling is all about establishing and | | | | help this person. To do this, means you must |
| developing mutually beneficial relationships. To | | | | really know the value of what you do as well as |
| achieve this goal requires that you as a | | | | the needs being faced by your customer. |
| professional sales person freely provide value | | | | Also when you practice this approach to sales, |
| without thinking of immediate reward or | | | | you may have to violate one of the cardinal rules |
| compensation. In other words, making the goal of | | | | in sales and that is do not give anything away for |
| a sale or to increase sales is at the bottom of | | | | free. Given that the 21st century through the |
| your list while helping your potential qualified | | | | Internet is full of information and knowledge, you |
| customer is at the top of your list. The question | | | | may have to provide even greater value through |
| to be answered is How do I do this differently | | | | your sharing of knowledge. This is why when you |
| because my competitors are also engaged in | | | | are utilizing this approach you must have clearly |
| relationship selling? | | | | identified your target market, understand their |
| The 30,000 ft. answer is Education Based | | | | known and even unknown needs and look to how |
| Marketing. When you engage in education based | | | | you can help them. |
| marketing you are differentiating yourself because | | | | Now imagine for a moment that you are engaged |
| you are a unique individual with unique experiences. | | | | in relationship selling. You offer something for free |
| Only you know what you know and that | | | | and then given something else free of even |
| knowledge can help your potential qualified | | | | greater value. Provided you have positioned the |
| customer (a.k.a. prospect). | | | | giveaway in the right context your potential |
| Of course, you may be thinking that you already | | | | qualified customer can experience first hand the |
| educate your customers and your probably do. | | | | value that you bring to the table. |
| However, your conscious and subconscious | | | | TAKE ACTION SALES COACHING TIP: The best |
| thoughts are all about making the sale first. | | | | way to engage in relationship selling is to provide |
| Education is part of your efforts to make the | | | | greater value than anyone else in the |
| sale. | | | | marketplace. Take some time, research this |
| When you engage in education based marketing, | | | | approach and then put together a plan of action |
| the sale is not at the top of your conscious or | | | | so that you can truly be that Red Jacket in the |
| subconscious thoughts, but rather how can you | | | | Sea of Gray Suits. |