The Way to Scuba Dive
Scuba Diving Adventuring
Scuba Gear For Sale
5 Ways to Use Relationship Selling for Results
It all starts with the first conversation. You shake hands. You look them in the eye. You know you have to impress. That first contact with a potential customer can go smooth, if you know what to do.
Relationship selling is fun, easy, and you’re a lot closer to doing it successfully than you think.
If you’re like me, you weren’t born a natural salesperson. You have to learn how to do it. Here’s a few tips I’ve put together from my experience selling Scuba Gear and Apple computers through their live chat program.
- Gain rapport. Always be on the positive side. Make every interaction with you positive. Find out what their interests are and compliment or comment. Either you have the same interests or can find something that you share an interest with them. Whatever it is, use it to your advantage. Then mention it every time you come into contact with them. Before you know it, you’ll be in a relationship with them based on that common ground.
- Ask questions. If they’re a little reluctant to speak at first, open them up with some closed questions. These are questions that require a yes or a no answer. Then open them up even more by asking open-ended questions. These questions are where you’ll find out exactly what they’re looking for and will help you sell your products, programs and services to them.
- Repeat back to them. When you think you have an understanding for what they’re looking for, repeat it back to them. Relationship selling is all about listening to the customer. When you show that you understand, they will trust they’ve handed their problem off to the right person.
- Get the sale. Just simply telling them that you’d like to help them with their problem and can do it with x,y,z product, program or service will help you pitch the sale to them.
- Close the deal. When they agree to the sale, wrap it up with an email, document or in-person recap of what you’re doing for them.
How do you use relationship selling in your business?
About the Author
Gabrielle Conde helps small businesses and entrepreneurs with internet marketing strategies. Sign up for Mission Engage’s short course on customer engagement for small businesses.
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