Relationship Selling – 5 Tips
This week we’ve written about Social Selling here and here. We’ve separated the truth of Relationship Sales from Social Selling here. Now we’re going to provide our top tips on maximizing the success of your Relationship Sales techniques.
Here are our 5 best tips for improving your Relationship Sales:
People tend to do business with those they like and trust. Let your prospects and customers get to know you. Make sure they understand why you started your business, and why you believe in your product or service. They can experience another side of you, and get to know you as a person, not just as a vendor. While you are still selling the benefits of your product or service, you are also selling yourself.
Keep your word. From follow-up calls to delivering on time, keeping your word can be one of your most powerful sales tools.
Fulfill Your Customers Needs
The better your product or service fits your customers’ needs, the more sales you will have. Segment your market, and then find out what your target segment wants. They will feel like they are making the correct decision buying from you IF you produce a product to suit them.
If they don’t fit with you, refer them elsewhere. You’ll gain amazing good-will in return. See our paper on referrals here.
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Listen More, Talk Less
If you do all the talking, you’ll never learn anything about your prospect. When you listen more than you talk, customers realize you are genuinely interested in them, and that you are trying to understand their specific situation.
Make active-listening a regular practice, and you will find it much easier to create excellent relationships with your customers.
Deal With Rejection Properly
People generally say “no” for one of three reasons: they don’t like you, they don’t trust you, or what you are offering is not what they want or need.
You can solve two of these problems by listening, being honest, and building trust like we outlined in the first point.
If what you are offering is not what they want or need, then they are either not in your target market or not in a position to buy right now. They may be in the future, or could refer you to another potential customer, so be positive, honest and straightforward.
When They Say “No”
Thank the prospect for the opportunity to bid for the business. And ask for feedback!
Determine whether to pursue the deal further. Successful salespeople know when to walk away. Learn to identify this fine line.
Stay in touch. Create a nurture campaign to provide information on future releases by your company. They might be glad to see a new product which suits their needs just as they begin searching for it.