1 / 7

RELATIONSHIP SELLING

RELATIONSHIP SELLING. “It’s all about farming vs. hunting”. Nurture the Relationship. The emotional bank account It takes multiple transactions to establish a relationship You can’t force the relationship Relationships are based on each party’s interests being served- it takes two to tango!.

sclaybrooks
Download Presentation

RELATIONSHIP SELLING

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. RELATIONSHIP SELLING “It’s all about farming vs. hunting”

  2. Nurture the Relationship • The emotional bank account • It takes multiple transactions to establish a relationship • You can’t force the relationship • Relationships are based on each party’s interests being served- it takes two to tango!

  3. The Stay in Touch Program “Sounds like a Trac to me”

  4. Prospective Members • Release non-joiners from sales pressure • Use your Club Pro & Tel-Trac • Create “deposits” • Follow-up with “offer” • Continue process every few months • Evaluate results regularly

  5. Existing Members • Integrate the member • Fit-trac • Orientations • Bonding • Member Referral Programs • Club Programming • Recognition Programs • Follow-up • Constant contact • Follow-up letters/calls (deposits) • Send letter/call with an “offer”

  6. Stay in Touch • Be Proactive. • They have invited you in. • Communicate to establish a relationship (threshold strategy). • It takes a system! Tel-Trac & R-Trac

  7. RELATIONSHIP SELLING “It’s effective and It pays off” THE END

More Related