The Relationship Selling model is one that lends itself to keeping a customer for a lifetime. Sometimes when people think of selling they think terms of trying to convince somebody to buy something they didn’t need in the first place.

Let’s consider this! When you meet somebody for the first time and you of course want to do business with them. Well how about the fact that the product or service that you have is not of interest them (at present) and if it is the chances they probably deal with someone else (at present)

The first objective when you meet someone for the first time is to become their second choice supplier. After that the objective is to build rapport and trust such that if and when the relationship with the first choice supplier sours or diminishes, that now you as the second choice supplier automatically become their first choice.

Everyone salesperson wants to business immediately – who wouldn’t? The reality is that 80% of people do business on the 5^th – 12^th point of contact (The National Sales Executive). There are 3 main principles when it comes to Relationship Selling (I will cover them during the 21 Success Methods)

1. Sell to Customers the way they like to buy.
2. When there is a transaction/deal being discussed follow up in an agreed format.
3. When there is no transaction/deal being discussed, stay in touch personally, consistently and systematically.