Relational selling: buy and buy

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By understanding the dating process, you can better understand the sales process and why some salespeople have such repeat business that they never have to cold call. We’ll see.

These are the typical steps in the dating process.

-First meeting or presentation

-Second meeting

-Getting to know each other

-First date, social gathering.

-Second date another social gathering

-Romantic dinner or movie

-Several more dates

-Meet the parents

-Ask the question

-Engagement period

-Wedding

If you ask your date to get married on the first meeting, they will probably turn you down! There is a process and following the steps of this process is necessary to have a successful relationship.

Now, let’s look at a typical sales process.

-Cold call

-Second cold call

-Meeting or business event

-Warm call or referral

-Testimonials

-Demonstration

– Introduce yourself to decision makers.

-Close

If you ask your prospect to buy on the cold call, they will be rejected, just like above.

So write down the steps of your sales process and follow them. In fact, the more steps you have, the better your chances of closing the sale.

Relationship selling is simply the most powerful sales tool you could employ. Forget all the closings, test closings, and persuasive techniques. Establish a relationship with your customer that ensures repeat business more than anything else.

How exactly is this relationship established?

First, you must find common ground; something outside of work, but not too far away. Here are some examples of relationship selling…

-Birthday cards

-Golf

-Bowling

-Hunt

-To fish

-Personal collections, stamps, golf balls, pictures, stamps, cards, figures and more.

-Photos

-Kids

-grandchildren

-Dancing

-Bike

-Hiking

-Weightloss

I think you get the idea. You need to find something that you relate to and then expand on it. Add a golf ball to your collection, discuss fishing tips, share diet plans.

It takes some energy to do this, but customers want to buy from someone they like and trust. The best way to establish this is to find common ground and relate to it.

After you make the sale, keep in touch with your customer at least every 90 days. Send them an email to ask how it’s going. Most sellers never do this and just come back when it’s time to renew.

Relationship selling is the ultimate ongoing sales process that generates an endless source of renewals and referrals.

Your client wants to deal with someone who they feel cares about them. If you care about them, you should care about their company. Go find them!

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