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Consultativeselling is the process by which you get to know a customer personally, understand their needs, and put their needs first in the relationship.
Relationships are vital to success in most selling situations. When you understand what the customer wants and needs, you can provide solutions to help your customer meet their goals.
Lifetimevalue is a term that refers to the amount of business that you do with a single customer over the course of the relationship. When you have a long-term view of your relationships with customers, you have an opportunity to realize even greater success.
R-commerce, or establishing and developing relationships with customers, focuses on the “little things” you can do to take advantage of opportunities and set yourself apart.
Trust is the cornerstone of every relationship. If you do not have trust, you do not have a relationship.
A solid relationship is essential especially when delivering bad news. Always be honest and timely with your customer. They will respect and trust you for it.
Networking is the art of building mutually beneficially relationships, and is an indispensable tool.
Adaptive selling occurs when you adapt and customize your selling style based on the behavior of the customer.
The social style matrix is based on patterns of communication that characterize communication behavior based on two dimensions: assertiveness and responsiveness.
Analyticals focus on facts, details, and analysis to decide but are reserved in their interactions with people. They want to know the “how.”
Drivers are similar to analyticals in that they like facts, but only the ones that will quickly help them achieve their goals. They are people who are in a hurry and do not really care about personal relationships, except as a means to their goal. They want to know the “what.”
Amiables focus on personal relationships in their communication style. They like to agree with everyone and focus on team building. They want to know the “why.”
Expressives enjoy building relationships, but do not like focusing on day-to-day details; they like to paint a vision and inspire everyone to follow it. They like to focus on the “who.”
Most people use a combination of styles, depending on the situation.