RELATIONSHIP 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 or she decided to try your service. You become someone’s business partner because they discover it is in their best interest to work with you. Another way to say this is that a sales professional helps his or her clients be more successful. Building a relationship starts by overcoming their indifference toward you even before your first meeting together. You shouldn’t call on a probable prospect unless you have “pre-marketed” yourself. A good approach campaign, in which you pre-market yourself, changes the acceptance rating considerably. Create a positive image in your prospect’s minds by sending them helpful ideas and general market information. The greater the positive image you build, the greater your success will be. Path To Success Professionals never recommend an action until they have fully determined the problem, opportunity, or need in the relationship. How would you feel towards a physician who prescribed a medicine prior to conducting a thorough physical? Sales success begins at the bottom. Our first objective is to define the highest value needs of the prospect. To do this we must conduct a meaningful interview in a favorable environment. When calling prospects for an appointment, or just before reconfirming the time and place, ask if they would reserve their conference room for your meeting. Tell When you call on someone, do you “show up