{"id":1929,"date":"2011-10-14T09:00:19","date_gmt":"2011-10-14T13:00:19","guid":{"rendered":"https:\/\/www.thegrowthcoach.com\/boston-west\/increasing-sales-through-relationship-selling"},"modified":"2011-10-14T09:00:19","modified_gmt":"2011-10-14T13:00:19","slug":"increasing-sales-through-relationship-selling","status":"publish","type":"post","link":"https:\/\/www.thegrowthcoach.com\/boston-west\/increasing-sales-through-relationship-selling","title":{"rendered":"Increasing Sales Through Relationship Selling"},"content":{"rendered":"<p>&nbsp;<\/p>\n<p>For today\u2019s Growth Coach blog, we are fortunate to have Glenn Smith as a guest blogger. Glenn Smith is a Growth Coach Franchise Owner from the Houston\/Sugar Land Texas area and is a highly regarded business coach, prolific blogger, an accomplished marketer, and has recently been recognized as &#8220;The 2011 Coach of the Year&#8221; by The Growth Coach System.<\/p>\n<p>You can learn more about Glenn, his credentials and his coaching services at <a href=\"http:\/\/www.TheGrowthCoachhHouston.com\">www.TheGrowthCoachhHouston.com<\/a>.<\/p>\n<h1>Increase Sales Through Relationship Selling<\/h1>\n<p>If you want to<strong> <a title=\"blocked::http:\/\/www.thegrowthcoachhouston.com\/increase-your-sales\/\" href=\"http:\/\/www.thegrowthcoachhouston.com\/increase-your-sales\/\" target=\"_blank\" rel=\"noopener\">increase sales<\/a><\/strong> I strongly recommend that you learn to develop a relationship selling approach. A classic resource, though sometimes difficult to find, is Jim Cathcart\u2019s timeless book <em>Relationship Selling<\/em>.<\/p>\n<p>Cathcart points out that \u201cRelationship Selling transcends the sales transaction and looks beyond it to the ongoing relationship built between the buyer and the seller.\u201d Unfortunately, <a title=\"blocked::http:\/\/thegrowthcoachhouston.blogspot.com\/2009\/09\/why-do-we-hate-sales-people.html\" href=\"http:\/\/thegrowthcoachhouston.blogspot.com\/2009\/09\/why-do-we-hate-sales-people.html\" target=\"_blank\" rel=\"noopener\">many sales people do not get this<\/a>!<\/p>\n<p>To <a title=\"blocked::http:\/\/thegrowthcoachhouston.blogspot.com\/search\/label\/Obstacles That Hold Sales Professionals Back\" href=\"http:\/\/thegrowthcoachhouston.blogspot.com\/search\/label\/Obstacles%20That%20Hold%20Sales%20Professionals%20Back\" target=\"_blank\" rel=\"noopener\">increase sales<\/a> you must understand that there are 2 types of relationships: superficial and substantive. Superficial relationships are characterized by small talk about the weather, golf, or other \u201ceasy\u201d topics. These relationships are built on casual interactions and lack any real depth.<\/p>\n<p>On the other hand, the substantive relationship is characterized by mutual benefit. Potential customers are not looking for a new \u201cbest friend.\u201d They are looking for people who can bring value to their lives. When mutually beneficial, win-win relationships begin to develop you have a substantive relationship.<\/p>\n<h2><strong>The way to increase sales is to build substantive relationships!<\/strong><\/h2>\n<p>Cathcart notes that successful salespeople have 2 common characteristics: they love to make sales and they respect their customers. As a result, these salespeople focus on building a substantive relationship with their customers. And, they focus on providing valuable service through that relationship.<\/p>\n<p>Selling should be a caring act. It should be something we do to <em>help<\/em> people. It should be something we do <em>with<\/em> people and <em>for<\/em> people, not <em>to<\/em> them!<\/p>\n<h2><strong>How can we increase sales <\/strong><em>and<\/em><strong> help people through our selling process? We can do this in 3 ways:<\/strong><\/h2>\n<p>1.\u00a0\u00a0\u00a0 We can reduce our customer\u2019s fears by understanding them and making them proud of their purchase.<\/p>\n<p>2.\u00a0\u00a0\u00a0 We can enhance our customer\u2019s confidence and image, and in the case of b2b, we can enhance their competitive standing.<\/p>\n<p>3.\u00a0\u00a0\u00a0 We can help achieve the customer\u2019s goals.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>&nbsp; For today\u2019s Growth Coach blog, we are fortunate to have Glenn Smith as a guest blogger. Glenn Smith is a Growth Coach Franchise Owner from the Houston\/Sugar Land Texas area and is a highly regarded business coach, prolific blogger, an accomplished marketer, and has recently been recognized as &#8220;The 2011 Coach of the Year&#8221; [&hellip;]<\/p>\n","protected":false},"author":4,"featured_media":142,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"footnotes":""},"categories":[17],"tags":[],"class_list":["post-1929","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business-coaching"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v24.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Increasing Sales Through Relationship Selling - The Growth Coach of Boston West<\/title>\n<meta name=\"robots\" content=\"noindex, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Increasing Sales Through Relationship Selling - The Growth Coach of Boston West\" \/>\n<meta property=\"og:description\" content=\"&nbsp; For today\u2019s Growth Coach blog, we are fortunate to have Glenn Smith as a guest blogger. 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