| While sales are the lifeline of any business, the | | | | A solution-oriented approach to selling, relationship |
| best sales approach during any economy does | | | | selling adds to your overall value proposition. And |
| not involve a complex or abstract theory, but is | | | | the value you bring to the relationship will |
| based on the concept of simply doing right by | | | | ultimately make the difference in your future with |
| your customers and proving that you are their | | | | the client. |
| ally in solving their problems. Relationship selling is | | | | Pave the Road to Future Sales with Your |
| the means of developing this bond and is built on | | | | Reputation and Reliability |
| a three-step process of knowing you, liking you | | | | Relationship selling is a long-term investment in |
| and then trusting you. | | | | your company's future. While you may not |
| "People don't buy from companies, they buy from | | | | always make a sale right away, the nurturing that |
| people - people they trust," said Ken Hilderhoff, | | | | you do now will make for an easier sale down the |
| president of Premier Marketing Resources. | | | | road, and also repeat business and referrals. |
| "Relationship selling begins with the first contact. | | | | Relationship selling is a two-way association in |
| Potential clients first have to know you, then they | | | | which your reputation will be working for you |
| have to like you. Only if you accomplish the first | | | | nonstop. |
| two steps will you have the opportunity to gain | | | | Once the prospect has become a client, follow up |
| their trust." | | | | after each sale to make sure the client is happy |
| Potential clients make the decision of wanting to | | | | with the product or service. Not only will it help |
| get to know you pretty quickly - in about 10 | | | | you solve problems in their early stage, it will also |
| seconds. Just think of your last cold call - the | | | | provide an opportunity to determine any additional |
| response you received after your introduction line | | | | needs they may have. |
| probably gave you the indication of whether or | | | | Maintaining the relationship in between sales is |
| not that person wanted to hear more about your | | | | critical, and each contact should not involve a sales |
| product or service. | | | | attempt. Foster goodwill through regular contact |
| Part of the getting to know and like you process | | | | by providing clients with tickets to sporting events |
| involves demonstrating your trustworthy | | | | or concerts, or simply take them out to lunch |
| character and letting your clients know that they | | | | occasionally. |
| mean more to you than just the sale at hand. By | | | | Although your company may be not be the least |
| really listening to their needs and offering products | | | | expensive option in your area of expertise, |
| or services tailored to those needs, you'll build | | | | offering a product or service based on the |
| their confidence in you as a caring and trusted | | | | principles of relationship selling will make you the |
| resource for solving their problems. | | | | best value. |