| You have now prospect's attention. Now what? | | | | showing the value that your products or services |
| Before you can share your products or service, | | | | bring to the table. Open-ended questions are |
| you need to build a relationship with your | | | | necessary within this questioning process. |
| prospect. Transactional selling is a thing of the | | | | Sometimes they are as simple as "And?," "So?," |
| past. Today's market place is all about selling value | | | | etc. |
| through relationship building or what is called | | | | 5. Be a professional Your professionalism must |
| relationship selling. Use these 7 tips to help you | | | | always be present. Relationship selling is about you |
| experience an increase in sales. | | | | and not about your competition. Knocking the |
| | | | competition is again more about your ego and not |
| 1. Keep the focus on them not on you The ego is | | | | about your prospect. See Tip #1 |
| a great as well as terrible thing. In relationship | | | | 6. Tell stories through client testimonials By using |
| selling, you must release your ego and put the | | | | third party testimonials, you can quickly share the |
| focus on your prospect if you want to see an | | | | value you bring to understanding their current |
| increase in sales. | | | | situations. Again, storytelling removes your ego |
| 2. Do you homework You have the attention of | | | | especially when you focus on your clients' |
| your prospect and are meeting a second time as | | | | successes. |
| you build the relationship. Before the meeting do | | | | 7. Send hand written thank you Always |
| your homework about the prospect, the | | | | remember to send a written thank you for the |
| company, the products or services being sold, the | | | | opportunity to meet with the prospect. The note |
| industry, etc. | | | | can also confirm you next meeting. For the most |
| 3. Be prepared Preparation extends beyond | | | | part as there are always exceptions, people buy |
| homework, but transcends into the actual | | | | from other people who truly care about them. |
| meeting. If this is a critical second meeting, you | | | | Relationship selling begins with relationship building. |
| may wish to role-play with someone else. | | | | The quality of time you put into building the |
| 4. Ask open-ended questions The ability to | | | | relationship will be directly proportional to the |
| discover the real pain your prospect is critical to | | | | increase in sales that you receive. |