25 Relationship Building Techniques

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The 25 Soft Selling
Relationship
Techniques For
Sales Super Stars

Stop looking at your
customers as dollar signs!
And Create a SYSTEM for
them to be cared and
nurtured!
Relationship Technique #1

BE ENGAGING
 Respect people and resist negative, bad mouthing.
It’s more harmful than helpful
 Remove your agenda and manage your messages
with meaningful words
 Take time out and calm yourself before you
communicate
 Shoot your media from negativity to positive
encouragement
 Down play your right to speak freely
 I am the problem of the world, so are you – let’s get
on with the job

BE ENGAGING
A young College student once asked Mohammad Ali,
what he should do with his life. He could not decide
whether to continue his education or go to the world to
seek his fortune. It was clear he was leaning towards
the latter.
“Stay in college”, get the education advised Ali. “If
they can make penicillin out of mouldy bread, they
can make something out of you!”

AFFIRM ONLINE
At any moment throughout the day, we can affirm our
friends, fans and followers in numerous ways over the
now twitter text in a blogs.
Simple gesture, a kind word can make all the
difference in someone else’s day.
What are some of the kind words you have in your
business?

HARNERSS INTERPERSONAL
SKILLS
 dialogue vs monologue
 considerate vs conceited
 authentic vs fake
 transparent vs manipulative
 secure vs needy
 interested in meeting needs vs interested in
making money
 builds trust vs builds tension

MAKE LASTING IMPRESSIONS
Be interested in other people.
In the 1930s, the New York telephone company made a
detailed study of telephone conversations to find out
which were the most frequently words used, they
discovered the personal pronoun “I” was used 3900
times in 500 telephone conversations

TWO EARS ONE MOUTH

The cost of not listening!
 How do you increase your influence and not lose $180
Million Dollars?
 2008 – a Muso “Dave Carrol” - little know Band from
Canada – on the way to Nebraska USA with United
 $3500 Guitar – “don’t talk to me – talk to the lead
agent”
 Year long Odyssey from 500 Miles away. He fixed it
for $1200 – split bill?
 Wrote a song called “United Breaks Guitars”

The cost of not listening!
Upoaded it to YouTube – it’s had 12 Million views since
2009 and is now a book and website called
UnitedBreaksGuitarsBook.com
Within Days of first upload and bad press from YouTube,
stock price plummeted $180 Million
Enough to BUY
51,000 guitars!

Become a PSP
Problem Solving Promoter!
You can turn any business around when you become a
Personal Problem Solver and you
promote this with no strings attached to the
marketplace.
Go after relationships before you go to business
Help people without the hustle

SMILE
 The most all-time view videos on YouTube top 2 - all
about smiles.
 SMILE sends a message. We like to receive.
 Smiles takes little effort but gets astonishing rewards
 Smile using social media. Begin and end the message
on a positive note.
 Be mindful of your tone when using e-mail’s or
posting on social networks. Be the happy person.
 Your voice is more pleasant inviting him compelling
when you’re smiling
 Telephone sales are improved when you’re smiling on
the phone.

SMILE
Smile costs nothing but gives much. It
enriches those who receive without making for
those who give.
It takes but a moment but the memory of it
sometimes lasts forever. A smile cannot be
bought begged borrowed or stolen for it is
something that has of no value to anyone
until it is given away.

Some people
are too tired to
give you a
smile. Give
them one of
yours, as none
needs a smile
so much as the
he/she who has
no more to give

How to remember a name…
 “sorry I didn’t get your name clearly”
 “How is that spelt?”
 REPEAT the name several times during
conversation.
 Picture their name with personal features
 Write the name down on paper & review
 When tweeting/email/post replace “hi” or
“hey” with “Dear John” or “Good Morning
Jane”

It’s all about them
If the foundation of success in sales is through
trust-based relationships then the goal of
all interactions should be conveying value as
soon and as often as possible.
Systematically use scripts so staff discuss
what matters to prospects and meet them at
their needs.

Leave them a little better
Your biggest and best intentions for relationships and
therefore more sales, will regularly fall short of your
potential - if you’re intentions do not translate into
small acts of service and value for your customers
and prospects.
WOW your customers. Delight and Surprise.
Move relationships from manipulative to meaningful.
Every tweet, post, email and tangible encounter will
be judged by the marketplace. Leave them a little
better from being with you.

Leave them a little better
Focus on the small stuff
Do to others what you would have
been due to you – it’s the golden
rule!
Be honest, courteous and friendly in
your business or sales environment.

Educate for money
In the new information-based economy
we are largely known by the name we
brand and the campaign to the world.
Ree Drummond began blogging in
2006 as a way to keep her family &
friends updated of her unexpected
but gratifying life…

Educate for money
In the new information-based economy
we are largely known by the name we
brand and the campaign to the world.
By 2010 she had to 2 book contracts
and two New York Times best
Sellers!

Educate for money
She was earning
approximately
$1 million, from
blog ad sales
alone

Win your critics over with grace
and goodwill
Arguing with another person will
really get you anywhere
So much of our time is spent
arguing with people online

Win your critics over with grace
and goodwill
Very few arguments change peoples
minds.
Two people can’t fight if one person
doesn’t want to!
The Art of Negotiations…

Never say “You’re Wrong!”
This will only earn you enemies
People respond emotionally and
defensively as you are attacking the
judgment.
Guard your self – it’s more than just
the words you say

Never say “You’re Wrong!”
Be humble
Be Agreeable
Be respectful

With the
exception of
this guy -
People are
NOT their
behaviours!

Earn others Trust
The fable of the sun and the
wind

Mirror and Match – “subtle“
Stand – physical presence
Voice inflections
Voice tones
Lean in towards them
Mirror – Match – Pace - Lead

Stop
PUMPING
and
DUMPING

I’m Sorry – There are no Magic
Sales Closes!
 There are people who have solutions for their
community and IO’s to get people started.
 They serve customers like Kings and Queens.
 They Smile, are friendly and offer good old
fashioned service.
 They Systemise everything they can.
 They ask “which would you prefer?” then move
“naturally” towards payment/booking options
 They therefore – have all the business they can
take!
BONUS TIP

Sales Training
Sales Systems
Sales & Marketing Automation

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25 Relationship Building Techniques

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