What is relationship selling?
Many people often wonder what is important when trying to make sales, is it the building of a relationship or is it focusing on making the sale. Well why does it have to be just one or the other? If you built a relationship without making a sale, in round numbers this is worth a zero to you.
However if you make a sale without cultivating the relationship, the next call can be even more difficult than the first. When making a decision to acquire a product, a customer will expect you to be a person that they can connect with.
With relationship selling you become someone’s business friend, someone they can turn to when they have problems or need answers. Ultimately this enables you to come into a position where you are their trusted and preferred source of information. This can be a very powerful position that should not be taken lightly. While possibly a lucrative position, it is so with good reason, they trust you to do what is right by the customer and offer them sound advice. Doing otherwise can mean failure on your part!
Ultimately how are you perceived by your customers? Do they look at you as a persuader convincing them to buy, or as a partner ensuring that they get the result that they want? Backing a product you truly believe in will also have a big part to play in this game. Also it is important to note that what you do and how it is perceived is not necessarily the same thing. Always try and see what you are doing from the point of view of the customer.
The balance of making people happy and generating profits is a constant balance, ultimately you need to keep adjusting to allow a profitable equilibrium. The last thing you want is happy customers and no profits, otherwise you would be a charity or a church. But there is no way that you can get profits with unhappy customers.
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