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.
13 Tips for Building Relationships and Making Sales
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