The Connection Magazine The Connection 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 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 towa