Industry Magazine Get JACK'D Magazine Fall 2017 | Page 14
REL ATIONSHIP SELLING
A sales professional is someone who:
1. Gets business from a prospect who is
already committed to someone else
2. Helps his or her business sources to
reach their full potential
3. Constantly upgrades his or her
And there in lies a problem. How do you gain
the attention of these attractive prospects?
How do you overcome their commitment to
another supplier? How do you combat their
indifference to wanting to see you?
A core theme of the Relationship Selling
system is that if two people want to work
together, the details won’t stand in their way.
Another key idea is that success with a client
comes by giving “value-added” service. You
accomplish this by delivering more than your
client expected when he