RELATIONSHIP SELLING VERSUS
TRADITIONAL SELLING
The Face to face
steps of the
Relationship Model
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The Approach
Identyfying Needs
Making the Presentation
Overcoming Resistance
Gaining Commitment
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40% spent on gaining rapport and
trust
Empathy
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Think the way your customer thinks
Customer expectations
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Higher than ever
Time
Gives us tools to aid in the process
Technology
Can also cause a loss of personal
contact
Has taken over low end
transactions