| Relationship selling, or consultative selling skills are | | | | and taking notes. By jotting down a few |
| critically important to building a successful business | | | | keywords you can paraphrase back to them |
| online. In this first of a series of relationship selling | | | | what is important to them. |
| skills I cover posture. Projecting a confident | | | | Be professional and take control of the |
| posture is an important skill to master; particularly | | | | conversation. Guide your prospect/customer |
| when speaking on the phone. | | | | through the call. Keep on target with your main |
| As much as we would like to conduct our | | | | objective and stick to a time frame |
| business online only, offline tools have their place. | | | | You want to be friendly but you don't want to |
| The phone is still a very important tool. Developing | | | | hear their life history. You can still be |
| excellent phone skills is an important component | | | | compassionate and sympathetic to their problems |
| to relationship selling. You have about 10 seconds | | | | but maintain a business atmosphere. Its nice to |
| to introduce yourself and providing a valid reason | | | | share a bit about yourself if it shows you have |
| for calling. | | | | something in common. They will be able to relate |
| Its harder to communicate with voice alone. All | | | | to you and this will go a long way towards |
| you have is your voice to help you develop an | | | | developing trust. |
| atmosphere of trust. Tone is critically important. Is | | | | As long as you are sincere and genuine people will |
| your tone pleasant? Are you speaking clearly? Do | | | | pick up on that and will begin to trust you. People |
| you sound sincere? Do you have a 'smile' in your | | | | want to be heard and it is rare indeed that people |
| voice? You need to project confidence and a | | | | really listen. Remain present by taking notes. |
| positive attitude. The listener will be able to hear if | | | | These will also come in handy on your sales follow |
| you are. A handy tip: Smile. Smiling; even if you | | | | up, regardless of whether a sales takes place or |
| have to smile into a mirror or post a smiley face | | | | not. |
| on a sticky note; will help you to project a | | | | To recap, you want to project confidence in your |
| positive attitude. | | | | tone of voice. You are prepared. You are present. |
| Confidence goes hand in hand with being prepared. | | | | You are sincere and compassionate. You are a |
| Know what you are going to say in advance and | | | | leader and a professional. Relationship selling is all |
| practice it. Have a mini dress rehearsal. This way | | | | about having a good posture and preparation. If |
| you are comfortable with what you are going to | | | | you have a good posture and have prepared well |
| say and will be able to carry on a natural | | | | your meeting will be successful. And the stage will |
| conversation. Instead of worrying about what you | | | | be set for your sales follow up. |
| are going to say next you will be listening carefully | | | | |