Module 3: Relationship Selling

Lesson Summary

Building Relationships


To be successful in selling, you have to make selling personal, people do business with people, not with companies.

Consultative selling is more than simply building rapport, it is the X factor, the intangible element that makes a customer choose your product or service.

CRM (customer relationship management) tools are a database that holds all the information regarding a transaction.

Trust is about building partnerships. Salespeople build trust by following up on their promises and they work to help their customers succeed.

Building strong relationships with customers is an excellent way to build a network.

Adaptive Selling


Adaptive selling occurs when a salesperson adapts, changes, and customizes her selling style based on the situation.

The social style matrix is an established method that helps you understand how people behave so you can adapt your selling style accordingly.

Each quadrant of the social style matrix represents one of four social styles:

analytical
driver
amiable
expressive

Networking-The Job Market


The six networking steps:

Network with Confidence, build relationships with people.

Join Organizations, become a member of a professional organization.

Create a List, all the people with whom you can network.

Know What to Say, be specific about what you are looking for.

Online Social Networking, can be powerful job search tool.

Follow-Up, with everyone, networking is all about exchange of value.