| Do you want more sales? Then relationship selling | | | | businesses that are failing at one a minute in the |
| is a great way to accomplish that goal. However, | | | | United States do not have a strategic plan. |
| you must be prepared to consistently | | | | The strategic plan is all about who does what by |
| demonstrate your reputation, personal integrity | | | | when. However, before the first goal can be |
| and unquestionable business ethics if you truly | | | | committed to writing, the business owner or |
| embrace this sales strategy. | | | | executive team must decide about the core |
| What makes relationship selling such an | | | | foundational business statements. |
| advantageous sales strategy? Simply speaking, it | | | | Many business consultants to executive business |
| is all about people relating positively to other | | | | coaches along with all of the hundreds of books |
| people. When I can relate to someone, I have the | | | | on business planning begin with the vision |
| opportunity to begin to build trust. People buy | | | | statement. This statements answers the question: |
| from people that they trust before they buy | | | | Where do you eventually want your company to |
| from complete strangers. | | | | go? However, I believe that the first question to |
| The key to effective relationship selling is | | | | be answered is: How do you want everyone to |
| understanding how business ethics or values, | | | | behave? |
| reputation and integrity when united build a | | | | And then, are you as the owner willing to make a |
| competitive advantage. Laurel Cutter was quoted | | | | commitment to this statement first and |
| as: Values determine behavior, behavior | | | | foremost. Are you willing to terminate anyone |
| determines reputation; reputation determines | | | | who violates this statement? Are you willing to |
| advantages. When you consistently demonstrated | | | | acknowledge those who live by these words? |
| those non-negotiable business ethics and personal | | | | When you reputation is seen by others and is |
| values, you will create your own competitive | | | | consistently demonstrated by everyone |
| advantage. | | | | associated with your company, you will gain a |
| So if a competitive advantage can be secured | | | | competitive advantage. Your sales will increase |
| through consistently demonstrated business | | | | and you will be known by what you do and what |
| ethics, then why are so many companies failing? | | | | you do not do to get that sales order. |
| That answer is quite simple because most small | | | | |