Relationship selling focuses on the interaction between the buyer and the seller rather than on the price or details of the product. It involves developing long-term relationships with your customers — rather than focussing simply on one transaction. Relationship selling involves interacting with customers to create strong, even emotional, connections.
Storyline
Carol is skeptical when Marcus asks her to train four staff in the art of relationship selling: Tammy, Carlos, Dion and Casey. For Carol, this seems an impossible task. Sherry wished she had been chosen as a sales trainee, as she loves selling and connecting with people, and has great insights about how to do relationship selling. The trainees learn through role-plays to build their skills and Carol doesn’t hesitate to give them harsh feedback. They learn to show interest, ask questions, be responsive to client needs, and not over push product. Casey surprisingly develops her own take-home message from the session; that relationship selling really is all about HEART Help, Expectations, Ask, Remember and Timing. Sam reluctantly agrees that this is an excellent approach for the company.
Key Learning Points
- Don’t expect a windfall INSTEAD: Selling starts with you
- Don’t be indifferent INSTEAD: Show genuine interest
- Don’t just sell products INSTEAD: Be responsive to client needs
- Don’t forget your HEART INSTEAD: Build lasting relationships with HEART
Interactive eLearning course
This video program is also available as a short stimulating eLearning course with interactive learning modules, recap activities, inline video and quiz assessments, designed to engage learners and build skills.
