Sales 101: What You Need to Know about Relationship Selling
An accomplished salesperson would attribute their success to relationship selling. They believe connecting with their clients is the key to favourably closing a transaction. Delivering more than the client expects is another hallmark of the accomplished salesperson. An accomplished salesperson knows how to be a teacher, a counsellor, and a consultant all at once.
We will focus on relationship selling in this blog. It is simply not a buzzword but a methodology and approach to selling founded on the belief that everyone has a web of interconnections that can be leveraged in helping their clients and customers.
If you carefully carry this methodology, you can convert tepid customers into loyal patrons. Let us take a look at the process.
What Is Relationship Selling?
Relationship selling is a process of creating mutually rewarding ties between a salesperson and their client. It is all about knowing your customers, understanding their needs and being in tune with their specific wants and expectations. Relationship selling is about building trust, creating a sense of obligation and loyalty, and motivating your client to buy more.
Relationship selling happens when you connect with your client and carry their needs so much at heart that you become their trusted friend and adviser. You become their partner. With this trust, your clients will often open up to you, communicate openly, and share their innermost thoughts and feelings.
Sometimes, your clients will turn to you as a friend. They will talk to you and will feel comfortable opening up. The relationship is about trust; once you have earned it, you can influence your client's buying decision.
The process of relationship selling begins with understanding your clients' needs and wants and then thinking of the best way to meet those needs. It is all about how you build strong relationships with your clients.
Why Is It Important?
Relationship selling is about understanding your clients' specific needs beyond the official sales pitch. It is about getting to know your clients and customers personally, listening to their needs and wants, trying to understand them, and empathizing with their problems.
Relationship selling is not just about offering good products or services but making an effort to inform and educate your clients so they can make informed decisions. Again, the entire process of relationship selling is based on trust. If you cannot create a relationship of trust with your client, you cannot expect them to buy from you. Sales are all about trust; without it, you cannot hope to close a deal.
Relationship selling asks you to go the extra mile to understand your client's problems. It asks you to do more than merely meet the client's needs and wants but take the relationship further to exceed expectations. Relationship selling requires you to really "get" your client, to be a friend and a teacher all at once.
CONCLUSION
Relationship selling is a whole process of building trust, being a friend and teacher, and providing clients with a memorable experience. It demands that you listen to your clients carefully, understand them, and work with them to turn those needs and wants into reality. Relationship selling means building a solid relationship with your clients and then taking the relationship further by exceeding their expectations.
You can become a better salesperson by tapping into the expertise of Tangoo Marketing. We can help you seamlessly assimilate relationship selling into your existing process. Contact us now for more details.