Relationship Building

 

Quickly build personal trust with your customers and clients.

Sales Productivity

 

Identify and create new opportunities through high-trust relationships.

Performance Management

 

Use technology to measure your business to business relationships.

Enterprise-wide Execution

 

Implement best practice relationship management enterprise-wide.

Relationship Capital

 

Measure, grow and manage your most valuable intangible asset.

Relationship Selling
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There are a number of definitions of ‘Relationship Selling’, but they essentially all describe processes that ensure a focus on your customer/prospects needs, rather than your own, which is to make a sale. However that is a broad brush and the devil is then in the detail.

 

Traditional Selling

Traditional selling is characterized by ’push’ processes such as pitching, overcoming objections, trial closes and the like. They are about the seller  being in control and manipulating buyers into a position of saying. ‘yes’. In recent years these have morphed into more subtle techniques e.g. 'solution selling', the inference being 'I know what you need'.

Traditional selling is something you do to buyers.

 

Relationship Selling (Related Vision style)

Relationship Selling is a ‘pull’ approach; people buy from you simply because they trust you. To gain trust, you must of course have a relationship. We describe the process as one of 'creating environments in which people buy’.

The salesperson is seen as a trusted adviser who facilitates the buy process by helping buyers to understand their needs and to think through how best to address them. Buyers  essentially 'invent' their own solution. The environment is both cooperative and productive and it is the basis of Related Vision's Sales Road training.

Sales Road is something you do with buyers.