Presentation Relationship Selling

Final Presentation

Welcome
We Are

Dazzling Positive Mind

ACMC, Batch-2, Section-A
Name of Group Members

1. Md. Nafiul Ahmed 2. Md. Iqbal Hasan 3. Golam Kibria 4. 5. 6. Muhammad Main Uddin Nur Al Foysal Prokrity Chowdhury IBAMC02083 IBAMC02027 IBAMC02062 IBAMC02109 IBAMC02059 IBAMC02014
Relationship Selling
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.
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.
Sincerity Good posture
Preparation & Presentation
Relationship Selling
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.
How to build strong customer relationship

Treat customers like life-long partners Become a solutions provider Deliver more service than you promise Schedule regular service calls Develop open and honest communication Use the we can approach Take responsibility for mistakes made Be an ally for the customers business
How to break relationship

Simply wait for the problem to develop Focus only on making the sale Over-promise and under-deliver Wait for your customers to call you Lie or make exaggerated claims Use the us versus them approach Blame somebody else; Knock a competitor Focus on your own personal gain
RELATIONSHIP SELLING VERSUS TRADITIONAL SELLING
Answer WIIFM? Positive Body Language Patience
Let everyone talk

Check Egos at the door No job is beneath you Spend time on Right things vs. doing things right
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
Laws of Relationship Selling

1. 2. People buy from those they like and trust. 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.
Building trust can lead to lifelong customers

Learn to listen to the emotional side of your prospect or client Focus on your prospect or clients needs and expectations
Help your prospect see the bottom line

Find out your prospects priorities
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 customers 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.
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
Building strong relationships with crazy-busy Customer

Keep it simple Be invaluable Always align Raise priorities
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
Importance of Relationships selling
Good relation with customer is must
Advantages Relationships Provide In Winning Deals

A Platform of Trust
Access to Information
A Second Chance
Watch this 30 sec video
Customer Service Small Tips

Quick to serve Service with Smile Anticipate you customers need Make every client feel important Provide top quality service
Win-Win situation
Thank You

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Final Presentation

Dazzling Positive Mind

Name of Group Members

Relationship + Selling = Relationship Selling

Definition of Relationship Selling

Sincerity Good posture

Preparation & Presentation

When Relationship Selling is effective

You have to believe in your product or service 100%.

How to build strong customer relationship

How to break relationship

RELATIONSHIP SELLING VERSUS TRADITIONAL SELLING

Answer WIIFM? Positive Body Language Patience

Let everyone talk

Total Quality Management Principles that apply to relationship selling

Teamwork through mutual trust and respect

Laws of Relationship Selling

Building trust can lead to lifelong customers

Help your prospect see the bottom line

Strategies for Building Customer Loyalty

ROLE OF RELATIONSHIP Selling TO COMPETITIVE MARKETING STRATEGY

Building strong relationships with crazy-busy Customer

Relationship selling process

Importance of Relationships selling

Good relation with customer is must

Advantages Relationships Provide In Winning Deals

Watch this 30 sec video

Customer Service Small Tips

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