Maximize Your Sales Efforts Through the 3 Steps                         of Relationship Selling                          (...
Maximize Your Sales Efforts Through the 3 Steps of Relationship SellingMaximize Your Sales Efforts Through the 3 Steps ofR...
Maximize Your Sales Efforts Through the 3 Steps of Relationship SellingStep #2A solution-oriented approach to selling, rel...
Maximize Your Sales Efforts Through the 3 Steps of Relationship SellingAbout Premier Marketing ResourcesPremier Marketing ...
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Maximize Your Sales Efforts

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Maximize Your Sales Efforts

  1. 1. Maximize Your Sales Efforts Through the 3 Steps of Relationship Selling (Pave the Road to Future Sales with Your Reputation and Reliability)
  2. 2. Maximize Your Sales Efforts Through the 3 Steps of Relationship SellingMaximize Your Sales Efforts Through the 3 Steps ofRelationship SellingWhile sales are the lifeline of any business, the best sales approach during any economydoes not involve a complex or abstract theory, but is based on the concept of simply doingright by your customers and proving that you are their ally in solving their problems.Relationship selling is the means of developing this bond and is built on a three-step processof knowing you, liking you and then trusting you.Step #1“People don’t buy from companies, they buy from people — people they trust,” said KenHilderhoff, president of Premier Marketing Resources. “Relationship selling begins with thefirst contact. Potential clients first have to know you, then they have to like you. Only if youaccomplish the first two steps will you have the opportunity to gain their trust.”Potential clients make the decision of wanting to get to know you pretty quickly – in about10 seconds. Just think of your last cold call — the response you received after yourintroduction line probably gave you the indication of whether or not that person wanted tohear more about your product or service.Part of the getting to know and like you process involves demonstrating your trustworthycharacter and letting your clients know that they mean more to you than just the sale at hand.By really listening to their needs and offering products or services tailored to those needs,you’ll build their confidence in you as a caring and trusted resource for solving theirproblems.©2010 Premier Marketing Resources. All rights reserved. 2
  3. 3. Maximize Your Sales Efforts Through the 3 Steps of Relationship SellingStep #2A solution-oriented approach to selling, relationship selling adds to your overall valueproposition. And the value you bring to the relationship will ultimately make the differencein your future with the client.Pave the Road to Future Sales with Your Reputation and ReliabilityRelationship selling is a long-term investment in your company’s future. While you may notalways make a sale right away, the nurturing that you do now will make for an easier saledown the road, and repeat business and referrals. Relationship selling is a two-wayassociation in which your reputation will be working for you nonstop.Step #3Once the prospect has become a client, follow up after each sale to make sure the client ishappy with the product or service. Not only will it help you solve problems in their earlystage, it will also provide an opportunity to determine any additional needs your clients mayhave.Maintaining the relationship in between sales is critical, and each contact should not involvea sales attempt. Foster goodwill through regular contact by providing clients with tickets tosporting events or concerts, or simply take them out to lunch occasionally.Although your company may be not be the least expensive option in your area of expertise,offering a product or service based on the principles of relationship selling will make youthe best value.©2010 Premier Marketing Resources. All rights reserved. 3
  4. 4. Maximize Your Sales Efforts Through the 3 Steps of Relationship SellingAbout Premier Marketing ResourcesPremier Marketing Resources LLC (PMR) is a full-service marketing and communicationsfirm that can help your businesses grow, become more profitable, and stand out from thecompetition.PMR creates each piece of your communication plan so that it works together as a whole toaccomplish all of your communication goals. We learn your business and help youdetermine your marketing goals. Our team of professionals excels at developing customcommunication plans that focus on acquiring, retaining and communicating effectively withyour customers.For more information about Premier Marketing Resources, visit our website.Premier Marketing Resources is the parent company of the Newsletter Factory, visit theirwebsite at www.nlf-pmr.com.About the AuthorKen has more than 25 years of experience in the printing and publishing industry. His professionalexperience is strengthened with senior leader positions in both Fortune 100 companies and privatelyheld enterprises. As the COO of several companies, Ken has successfully directed the global salesand marketing efforts of each company. As a board member and consultant, Ken has successfullydirected the strategic planning of several businesses. Ken has a B.S. and M.B.A. in Marketing andis a graduate of the Executive Program at Columbia University.Premier Marketing Resources1775 The ExchangeSuite 300Atlanta, GA 30339Web: www.pmr-nlf.comEmail: ken@pmr-nlf.com©2010 Premier Marketing Resources. All rights reserved. 4

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