Presentation Relationship Selling
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Transcript of Presentation Relationship Selling
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WelcomeWe Are
Dazzling Positive Mind
ACMC, Batch-2, Section-A
Final Presentation
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Name of Group Members
1. Md. Nafiul Ahmed
2. Md. Iqbal Hasan
3. Golam Kibria
4. Muhammad Main Uddin
5. Nur Al Foysal
6. Prokrity Chowdhury
IBAMC02083
IBAMC02027
IBAMC02062
IBAMC02109
IBAMC02059
IBAMC02014
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Relationship Selling
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Relationship + Selling = Relationship Selling
Relationship: The way in which two or more people, groups, countries, etc., talk to, behave toward, and deal with each other.
Selling: Offering to exchange an item of value for a different item.
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Definition of Relationship Selling
The marketing process that involves having sales staff form well established associations with consumers in order to promote repeat purchases.
Relationship selling is based on the concept that building long-lasting relationships with people will lead to future sales.
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Relationship Selling
Preparation &
Presentation
Good posture
Sincerity
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When Relationship Selling is effective
You have to like the people you want to sell your service or product to.
You must care about their problems.
You have to believe in your product or service 100%.
You must be patient.
You need to have a plan.
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How to build strong customer relationship
Treat customers like life-long partnersBecome a solutions providerDeliver more service than you
promise Schedule regular service callsDevelop open and honest
communicationUse the ‘we can’ approachTake responsibility for mistakes madeBe an ally for the customers’ business
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How to break relationship
Simply wait for the problem to develop Focus only on making the saleOver-promise and under-deliverWait for your customers to call you Lie or make exaggerated claimsUse the “us versus them” approachBlame somebody else; Knock a competitor Focus on your own personal gain
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RELATIONSHIP SELLING VERSUS TRADITIONAL SELLING
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Answer WIIFM?
Positive Body Language
Patience
Let everyone talk
Check Egos at the door
Spend time on Right things vs. doing things right
No job is beneath you
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Total Quality Management Principles that apply to relationship selling
Listen and learn from customers and employees
Continuously improve the partnership
Teamwork through mutual trust and respect
Do it right the first time
Get your whole company involved
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Laws of Relationship Selling
1. People buy from those they like and trust. 2. People buy with their emotions and justify
decisions with logic and facts.3. Listening is the most powerful form of
influence.4. Cannot sell to someone who is unable to buy.5. People always act in their own best interests.6. Features are not benefits.7. The product is not the product. 8. Problem solving comes before solution selling.9. A sale is only a sale when you have irreversible
commitment.10. Attitude is everything.
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Building trust can lead to lifelong customers
Learn to listen to the emotional side of your prospect or client
Focus on your prospect or client’s needs and expectations
Help your prospect see the bottom line
Find out your prospect’s priorities
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Strategies for Building Customer Loyalty
Make every customer interaction count Follow-through on commitments and claims about products or
services Offer benefits and product value that responds to the customer’s
desires Treat customers as individuals who are respected and valued. Listen to customers. Build a strong brand identity Surround your customers with valuable information Does your business have a website? Reward loyal customers. Create a blog about your business where discussion is more casual
and inviting.
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ROLE OF RELATIONSHIP Selling TO COMPETITIVE MARKETING STRATEGY
Relationship Selling to guide ‘Moments of Truth’ RS to improve profitability RS builds partnering Relationship technology helps address ‘Customer Better’. Buy in of Customer Attention. Protect Emotional Well being Understand consumer psyche Build Trust with Customer
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Building strong relationships with crazy-busy Customer
Keep it simple
Be invaluable
Always align
Raise priorities
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Relationship selling process
Using available resources Understand the competition and its offerings Discover the buying priorities of the prospective customer Communicate with customer-sensitive language Listen, listen, and listen
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Importance of Relationships selling
Good relation with customer is must
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Advantages Relationships Provide In Winning Deals
A Platform of Trust
Access to Information
A Second Chance
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Watch this 30 sec video
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Customer Service – Small Tips
Quick to serve
Service with Smile
Anticipate you customer’s need
Make every client feel important
Provide top quality service
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Win-Win situation
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Thank You