The DriveSales™ | Relationship Selling: Best 5 tips to sell better and close more sales deals!
In today’s highly competitive world, sales have become one of the most challenging domains. You could give your hundred percent effort into closing a client, but unfortunately, someone else bags him.
Finding an appropriate prospect is difficult as it is, now you also have to worry about winning them over with new improvised and innovative ways. Thus, it has become absolutely imperative to find out the minute details that might provide you an edge over your adversaries.
This is where network-building steps in. In more technical terms, this practice is known as relationship selling.
Relationship selling and its importance
Relationship selling is a sales methodology that leverages personal or professional networks and relationships to bag a prospect and sell your product or service to him. In any industry, especially sales, relationship building is of utmost importance.
The majority of your clients are more inclined to collaborate with you if they trust you. This trust is built on the basis of your impeccable work. But, to showcase your worthiness to the client you need a prospect first. Here, relationship selling helps you.
All you need to do is try to find the prospects from your contacts that might be in the need of a service or product that you can offer them. Since it is one of your own contacts, you are eighty percent more likely to impress them with your pitch.
Along with the sales opportunity, you will be emotionally connected with your prospect and this will help in building credibility and trust in your business. Your client will be able to rely upon you and the mutual empathetic emotions will benefit both sides.
Relationship selling techniques:
1) Find prospects that fit your domain — You need to understand that every business has a separate client base. You cannot pitch a cloud scaling solution to someone who does not even own a website. Hence, be mindful of which contact to approach and whom to leave out.
2) Be a good listener — This is probably one of the most important techniques. You cannot pitch your solution to your prospect until you don’t hear and understand their needs. You need to be receptive to your client’s needs and then provide them with an effective solution with respect to your business.
3) Value addition — Always focus on resolving issues for your client. There are times when your prospect himself might not know a hidden pressure point in his business. Thus, you can step forward and bring this issue to light. Try to add value to your client’s business rather than just focusing on selling your product.
4) Be honest and reliable — Trust forms the base of relationship selling. If you try to disrupt the base, you will not only lose out on a business opportunity but also on a lifetime relationship. Therefore, ensure that you are always honest with your client. This builds the level of trust and empathy, and further makes your business and solution credible and reliable.
5) Be patient — Understand that relationship selling does not work overnight. There might be situations that you put in a considerable amount of effort in a dead deal. So, while practicing this sales methodology, you need to be calm and composed and try not to be impatient.
Now, as an effective SALESPERSON! We can do three things from here.
1. Not ignoring the opportunity and blaming the situation for revenue loss.
2. Taking important notes and going back to revisit your sales strategy with the growth mindset.
3. Reaching out to The DriveSales™ if you need any specialized help for sales.
To conclude, what you choose to think also provides some idea of your development as a consultative salesperson. It is something like Ron Willingham quotes “A salesperson’s ethics and values contribute more to sales success than do techniques or strategies.”