Relationship selling or consultative selling as it is often called is about getting to know your customer and working with them to provide the best solution for their needs. It is all about building rapport with your customer and developing trust. This way they will feel that you are on their side and that you are looking for the best solution to meet their problem.

Relationship selling requires a certain skill set. Taking the time now to develop these skills will lead to higher conversion rates, more customer sales and higher customer retention.

Here is a list of the 7 consultative selling skills you need to develop:

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  1. Posture: – You have about 10 seconds to make a good impression. They will hear your positive attitude and confidence. You have a presence that lets the customer know you are there to help and are very knowledgeable in your field.
  2. Relationship Building – Relationship building is the core of relationship selling. This helps develop credibility and creates trust. Building relationships does require time and effort but is well worth it.
  3. Ask Open Ended Questions – Who, What, Where, When, Why and How questions draw your customer to explain in detail.  This will enable you to dig deeper into your customer’s mind to really understand what their needs are.
  4. Problem Solving – in relationship selling you solve problems by presenting a solution. The key to effective problem solving is starting with a targeted audience and then determine needs by interviewing your customer. People usually buy what they want, not what they need. Discovering the right solutions to satisfy your customers emotional needs will lead to a longterm relationship.
  5. Listening - Active listening, not just listening skills are crucial for everyday living. Listening actively without any interruptions enables you to tune into the signs for allowing your interactive dialog. Take notes so you can paraphrase back to your customer and reconfirm their pain or problem. These actions will aid in understanding your customers needs and build a long lasting relationship.
  6. Objection Resolutions –  A sales objection is not necessarily a negative thing. It shows that your customer is giving you the go ahead to move forward in the sales process. Objections are really a sign that your customer wants more information or clarification. You may not always have an immediate answer and that’s fine. If you don’t know the answer then be honest and let them know, but be sure to get back with them or your credibility will be shot and trust will be lost – Trust is the crucial element in relationship selling.
  7. Your Unique Selling Proposition – USP or Unique Selling Proposition will separate you from the thousands of others out there selling what you are selling. When you offer something unique or different you will stand out from your competition.  It should relate the customer problem with the solution so you can customize a fit for your customer. It could be a special discount or bonus that no one else is offering.

In summary, Relationship Selling is all about building good solid relationships, credibility and trust. Patience is a virtue. It may take time to get comfortable with this way of selling and to master the skill set but once you have, it will become second nature and the proof will be in the bottom line – sales for you and a happy, satisfied customer.

 







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