Sell by Caring

Friends, Family and Sales Relationships

In sales, relationships are a bit like friends and family. We get to choose our friends and create a relationship to our liking. With family we are thrown together not because of a want or desire and we build a relationship with what we have, like it or not.

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Listening – an Essential Skill

Sales isn’t about talking, it is about listening. Relationship and consultative are used in connection with sales. To build a relationship or be a consultant one must learn about the other person and their business. It takes asking thoughtful questions and listening to the response. So I am starting the communication series with listening, an essential skill for success in our profession.

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Relationship or Transactional – Your Choice

Both transactional and relationship / consultative selling have a purpose and can be used effectively by all sales pros. Next time you meet with a prospect / client evaluate the situation and think about which method will be most effective. Transitional will: Save you both (you and the prospect / client) time Be direct and to the point Allow you to make more connections Relationship / consultative will: Develop a bond with the prospect / client Engage your product knowledge in greater depth Cultivate a long term relationship

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