The Selling Evolution

The old saying “selling is selling” comes from a widely accepted but outdated myth that there is a single and universal set of basic sales principles that applies to all selling situations. The new economic and technological environment has dramatically changed this notion. Two distinct modes of selling emerged: transactional selling and relationship selling. Transactional sales occur when a customer has a need and a seller has a product and/or service to meet that need. There is little necessity for detailed discussion or assessment and the payback for investing in the relationship is very limited. This is an area in which technology can often replace people in managing the relationship.

 

An example of that would be pop-ups on the internet. Relationship selling differs from transactional selling in that it is relationship based with the customer. Bobbi Dobbs, renowned speaker states, “People will solve their problems with you, if you build a relationship with them.” What successful salespeople master is not selling, but solving problems. People buy what you are selling only if they feel that what you have to offer can help solve a problem. This is especially true when it comes to business to business sales.

 

It is said that “a good salesperson can sell anything once…” This is definitely true, but even though a good salesperson may have the ability to sale anything once, it takes a great salesperson to know how to keep them coming back, and the key to that is building a relationship with the client. “I have learned that to be successful and to be happy, you have to spend most of your time building a relationship,” stated Dobbs.

Main Objective Selling:

1. Get to know your customer,
2. What are their needs and
3. How you can meet those needs.

"If that is your goal, you are on your way to becoming a successful relationship salesperson."

In B2B sales, relationships are extremely important, because there are often times another competitor that can sell them exactly what you are selling at the same or cheaper price, but if a relationship is established, you can usually count on them being a long time customer.

 

 

Cornelius Booker