| Relationship selling is all about creating customer | | | | a buying frame of mind even if it wasn't what |
| value. When you recognize the customers needs | | | | they were thinking prior to your call. Asking the |
| and help them define them better and deeper | | | | right kind of questions will help them dig deeper |
| your value goes up. It's not just seeing value in | | | | and define their true needs better. |
| your product. They want value from your solution | | | | Identify their triggers. What is their real pain? |
| to their problem. They must perceive unique value | | | | What are their real needs? All customers are not |
| from you. This is where your USP (unique selling | | | | created equal and as such must be treated |
| proposition) comes in. You must differentiate | | | | differently. What works for one may not work at |
| from the competition. | | | | all for another. Get to know their real reasons; |
| So how do you differentiate? Why should they | | | | understand their pain. Know what keeps them |
| buy from you? | | | | awake at night. Find out what is happening in their |
| Just being different isn't really enough. They want | | | | life. These answers give you a very powerful tool |
| to see your added value. As a business | | | | to adjust your consultation to fit their needs. |
| professional its necessary to take a leading role to | | | | Focus on the prospects goals. If you are just |
| create the value for your customers. You want | | | | selling your product you are missing the point. |
| to understand their situation and adapt to their | | | | Customers are looking beyond the product. They |
| particular wants and needs. If you recognize | | | | are looking for the solution to their needs and that |
| customers' needs and create the value for them, | | | | you are understanding their situation. You are a |
| they will move from the initial meeting to a | | | | solutions provider. That means that in addition to |
| decision much easier. In today's world you can't | | | | your product you include help and advice too. |
| survive if you are not creating value for the | | | | Concentrate on understanding their issues and |
| customer. | | | | show them how to solve more than one goal |
| What creates customer value? | | | | with your product. When you create customer |
| Relationship selling skills. In the old days this would | | | | value this way, you will make the sale regardless |
| be a skilled sales force. Today this is another hat | | | | of the price. |
| you need to wear as a small business owner. | | | | Alternatively if you don't do this you will not get |
| Understand that the sales process is a process. A | | | | the sale whatever your price is. Even if its the |
| step by step progression which requires learning | | | | lowest price on the market it won't mean much |
| some new skills. | | | | to the prospect because they won't see the |
| In relationship selling, you create the value when | | | | difference between your product and the |
| you recognize the customers needs. You can | | | | competitions. Buyers buy from someone that has |
| create customer value in each step of the sales | | | | crafted a compelling solution to their needs and |
| process but the most value can be created early | | | | understands their needs. Then they focus on the |
| in the process by helping customers to define | | | | financial part of the deal. In a nutshell; create value |
| their needs. Asking open-ended questions will open | | | | through how you're selling, not just through what |
| the door to a meaningful conversation. By | | | | you're selling. That is they way to be a true |
| creating a specialized situation you can put them in | | | | business professional. |