If you can’t define it – you haven’t ‘tangibilized’ it.
This blog is the second in our Sales & Business Development blog series. Read our first blog,
The Basics of the Relationship Sales Process
In the relationship sales process, clients want you to be a confidante and resource who understands and is working to help solve their business challenges. They are looking for someone to provide advice and partner with them, moving up the trust ladder together. They don’t want to feel like they are ‘being sold’! (Clients can definitely tell if you're there just for a quick sale.) If you want to succeed at relationship selling, everything about your approach must reflect this proposition.