Industry Magazine Get JACK'D Magazine Fall 2017 | Page 14

REL ATIONSHIP SELLING RELATIONSHIP 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 clientele 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