Relationship selling is a communication process built upon the foundations of rapport, trust and staying in touch. I believe that being in rapport with your prospects and customers is the first step to building long term trust.

Everyone has a particular buying style as much as you as a salesperson has a natural selling style. When you selling style is in sync with your prospects buying you are in natural rapport with that person.

However, as there are 4 buying and selling styles the real chances are that you won’t always be in sync with your prospect.

First of all it is important to recognise your own selling style. As there are four distinct selling styles, here is how you will recognise your own style.

The Dominant Style  – this style of buyer is assertive, driven, purposeful and like to take action quickly

The Influencing Style is outgoing, persuasive, concept driven, expressive  and likes to network.

The Stable Style is patient, amiable and demonstrates great listening skills.

The Compliant Style is analytical, questioning, formal and likes to make the right decision

While you actually have a mixture of all the above styles and they will be in varying proportions, you are very often able to recognise certain motivators in their buying style.

Follow up with customers in an agreed format

Stay in touch with your customers personally, consistently and systematically.

Learn the skills of professional selling

Identify ways to network with new potential customers