People do business with other people. Sales is about relationships. But how do you build relationships that lead to sales?
Relationship selling is a sales strategy that focuses on the relationship between the seller and the buyer, instead of the product and its price. Relationship selling has become very popular – but it’s really the old-school way of doing sales.Dale Carnegie’s book “How to Win Friends and Influence People” was published in 1936, yet remains a best-selling sales book, and has been called the bible for building relationships for its insights into human nature. A good salesperson understands the need for the buyer to trust and like him. But many sales leaders have a hard time training their sales team to be successful at relationship selling.
According to HubSpot, there are six steps to the relationship-based sales process:
- Add value
- Learn about the customer’s situation
- Give personalized recommendations
- Resolve objections
- Find a win-win solution
- Continue to provide value
Relationship selling is about building trust and likability. Download my checklist with strategies you can use to build relationships with prospects and customers.
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