Relationship and Trust in Sales Process
Nowadays, the goal of selling shifts from just give the product to customer to craft the best solution and bring value for customer, through the relationship and trust that are already built by salesperson with the potential buyer, which could be a competitive advantage, especially for companies that offer products or services in highly competitive markets, the relationship and trust become key differentiators that are hard to match and even harder for rivals to compete against.
Great salespersons are good relation builder; they focus on developing strong personal and professional relationships and advocated that across the sales process. “It costs more than five times as much to get a new customer as it does to keep an existing one. That in it should help organizations understand the value of building a relationship with their customers and turning them into both repeat buyers and spokespeople for the company.”(Peter Finkelstein) So, company like to turn their clients into lifetime customer to maximize their lifetime value, through the well-established relationship, seller and buyer can underpin mutual understanding, find out solution that address buyer’s need and expectations that at the least possible risk, it also can demonstrate a real concern for their prospect’s wellbeing, and earning buyer’s trust in return. Another advantage of relationship selling is able to maintaining regular, effective and open communications with a broader base of people in the customer’s business, “When the contact base is broad, more people in the company know and can develop a degree of trust with the salesperson. What this means is that salespeople, intent on building relationships, need to have superior communications skills and networking capabilities.” (Peter Finkelstein) In order to become success in sales venture, it is worthy of taking time to build relationships with customers, rather than just focusing on making the immediate...
Please join StudyMode to read the full document