go to menu | go to main text area | home page|
[]

Relationship selling

relationship selling Some sales markets require those in customer contact to develop their business with a combination of skills. They need to start with the fundamentals and then handle the contact with the focus on relationship management or relationship selling. 

Times and places where relationship selling works well
  • There is a complex decision making unit or decision process
  • There is a long sales cycle
  • There is scope for long-term business relationships
  • There is a variety of different personalities to deal with
  • There is an established relationship with a competitor
  • A new contact comes into the client organisation
  • You have clearly identified strategic target accounts and need to manage them carefully
  • The culture requires it
  • Your sales teams appear to have plateaued at their present performance level
We do not have a set programme to address relationship management or relationship selling. We recognise that your situation will be particular to your own organisation and market. You will have a level of competence to start from - and some aims to reach! Our approach is to have more emphasis on the interpersonal skills required to work with your sales process. This will help to develop the key relationships within the client, widening contacts and working together. Understand the client and their drivers and work with them - business will follow and grow. 

Your sales team are probably already pretty good at dealing with people. What we suggest is to both raise and widen their abilities in relationship management and to fit this into relationship selling. They will become even more skilled and flexible by developing their self-awareness and interpersonal communication skills. This will enable them to build relationships with a wider range of people and personalities.  We would probably include some tools and techniques from NLP, TA, LAB profiling alongside more basic communication principles - and all linked to the sales process.

Relationship Selling can be used with effective Key Account Management to deliver even better results from your target clients.

Relationship Selling will work well when used alongside a good CRM (Customer Relationship Management) system or, even better a SRM (Sales Relationship Management). 

An example of a programme is available on the downloads section.  See a sample of a tool we might use and check your own approach by looking at the "Selling Style" in the downloads.  To find out if what we offer is for you, please contact us.