| Relationship selling is just that. Using relationships | | | | What I have discovered is that the following 7 |
| to achieve your goal to increase sales. How you | | | | steps do not leave anything out nor do they |
| establish, develop and nurture those relationships | | | | create unnecessary actions. |
| must be directly aligned to a proven sales | | | | |
| process. | | | | 1. Introduction - Get the attention - Marketing Skill |
| A proven sales process is a systematic way to | | | | 2. Establish Rapport - Build the relationship - |
| move your prospects through your marketing | | | | Marketing Skill |
| and sales funnels. Knowing who your qualified | | | | 3. Discover Wants & Needs - Focus on the |
| prospects are should be within your strategic | | | | prospect - Selling Skill |
| sales plan within your overall strategic business | | | | 4. Presenting Consequences & Benefits - |
| plan. However for a quick review, your qualified | | | | Showcases your expertise and understanding of |
| prospects have 4 qualities or characteristics: | | | | prospect - Selling Skill |
| | | | 5. Gain Commitment - Make the sale - Selling Skill |
| 1. Need for your products or services | | | | 6. Deliver the Product or Service - Confirm sale is |
| 2. Budget to buy your products or services | | | | completed - Selling Skill |
| 3. Authority as the decision maker to make the | | | | 7. Follow-Up - Confirm customer is happy camper |
| purchase | | | | allowing you to ask for referral - Marketing Skill |
| 4. Sense of urgency to take action | | | | When you have a proven sales process, your |
| Note: A prospect has the first 3 while a qualified | | | | behaviors will follow that process. You will not |
| prospect has all 4. | | | | jump into selling behaviors when you should still be |
| The sales process is a combination of all | | | | demonstrating marketing behaviors and the |
| marketing skills and selling skills necessary to take | | | | respective skills associated with those behaviors. |
| your qualified prospect from that initial introduction | | | | Remember, relationship selling is all about |
| to that final follow so that you can ask for a | | | | connecting with your prospects and truly |
| referral. There are many sales processes out in | | | | demonstrating that the relationship is important |
| the market place with a plethora of acronyms. | | | | through all of your behaviors. |