Relationship Selling: How to Build Relationships to Close More Deals and Create Lifetime Customers

Sales is one of the toughest jobs there is. But…there is a secret to selling that can revolutionize the way you do business.

The secret? Don’t sell.

In our experience with many hundreds of prospective customers over the years, learning about their businesses and about the buyers themselves, we’ve discovered that the secret to closing deals is building relationships. When you put your relationships first, you never spend a day of your career selling anyone.

Mindset is everything. Think about this: If you wake up with the mindset of, “I have to go sell someone today,” you’re adding stress and making work harder for yourself. But, when you shift your mindset into thinking, “I’m going to go build relationships with folks who I may or may not be able to help, but I’m going to go find out,” that is where opportunity lies.

Inside you’ll find insights like:

• How a relationship selling method differs from the way you’ve been selling.
• The dos and don’ts of relationship selling.
• How to implement a relationship selling mindset across your sales organization.

Don’t let the urgency of meeting a quota be the driving force behind your strategy. Instead, focus on conquering the small things and building consistency. When you’re managing your network appropriately, it’s not as big of a deal when you don’t close a sale. The amount of credibility you build creates repeat business.

It’s not about winning a deal today. It’s about creating connections with people, not organizations, because these people will remain part of your network and continuously see and share your value. Ask yourself this: Do you want to cold call or do you want to grow your relationships? Taking a relationship selling approach makes your life A LOT easier. It’s the gift that keeps giving.

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