As the term suggests, relationship selling is a sales technique that relies on connections to close deals. It is a technique to build connections with/to prospect.
How to Implement Relationship Selling?
Personal connect: Build a genuine personal connection by discovering common interests or understanding your prospect's motivations and challenges. Make them feel valued and understood, not just another target.
Connect using your network: Leverage your existing network to establish a rapport. LinkedIn connections, employee networks, shared investors, alumni groups, or mutual event attendance can warm up conversations and build trust quickly.
Show your expertise: Position yourself as a valuable resource by demonstrating your knowledge in the field. Share insights, trends, or data relevant to their business. This builds credibility and shows your investment in their success.
Add value: Always aim to provide value in every interaction. This could be through valuable content, relevant introductions, or new perspectives on challenges. Consistent value builds trust and a mutually beneficial relationship.
Be a good listener: Listen actively to understand your prospect's needs and pain points. Ask thoughtful questions and respond thoughtfully. This makes them feel heard and helps you tailor your approach to better meet their needs.