CHAPTER 2
RELATIONSHIP SELLING
“Your professionalism is
defined not by the business
you are in, but by the way
you are in business”
- Tony Alessandra
THE CHANGING ROLE OF
PROFESSIONAL SELLING
The trend in professional selling today is toward
Consultative, Problem-Solving selling
Customer Satisfaction
Relationship
Management
Successful sellers who
foster relationship
selling
The ultimate goal of the consultative
seller throughout the selling process.
Managing the account relationship
Ensuring that your clients receive the
proper service before, during and after
the sale
Present only what the prospect needs
to know and then ask for the order.
Take time to use an icebreaker, if
appropriate, to warm up the prospect
before