Learn how to gain sales by the numbers through relationship building. Create lasting loyalty and enjoy what you do.

1. Gaining Sales Through
Relationship Building
The steps behind a better way to do business

2. 4 reasons why it's important to nurture your
business relationships:
● Repeat Customers spend 33% more than new customers
● Referrals from repeat customers are 107% greater than non
customers
● It costs 6 x more to sell something to a prospect as
opposed to a repeat customer
● Your marketing dollars go much further with repeat
customers

3. 5 steps to building a lasting relationship
● Sincerely caring about your customer and staying in touch
● Know enough about your customer so you can anticipate
their needs before they do
● Building trust with your customers
● Understanding the customer's point of view
● Develop a solution for the customer's needs/problem
solving

4. How do you build a relationship with your customer?
Good relationships begins in the customer’s head, with the
customer’s idea of what they want & need.
In every communication it is important to;
● confirm what you know
● get answers to what you don’t know
It is important to listen after asking your questions.
Don't think about what you want to say next.
Wait and process their answer.

5. 3 stereotypes that cause negative reactions with
customers
The old image of a salesperson, no one wants to be this guy
● Cheesey
● Insincere
● Pushy

6. 6 non-negotiables traits to being a professional
salesperson and busting those stereotypes
● Professionals who have developed a planned system that is
reliable and repeatable
● Humble persistence
● Skilled listeners
● Friendly, sincere and caring
● Someone customers look forward to seeing
● Someone who is offering a helpful option
○ not trying to steal business

7. 4 reasons why customers choose you over your
competitor?
Customers choose you for their own reasons, not for yours.
4 primary focus points your customers consider when making
a choose on who can fill their needs;
● How are you going to make me look good?
● How are you going to save me money?
● How are you going ™ make my life easier?
● Do I like you?

8. 1-2-3 Sales Funnel Comparison/A Strategic Approach
Traditional Approach Strategic Approach
1. Showing, Telling, Explaining 1 . Asking, learning, exploring
2. Assuming a need 2. Searching for a fit
3. Product focused 3. Customer centric
3 1
2
1
2
3

9. 3 ways to get for the right information to help
strengthen your relationship
You can get the information you need for success if you ask
questions the right way.
● Questions should be open ended (see our Article on open
ended questions on open ended questions
● No leading, prompting or interrupting
● Establish rapport and trust by repeating what you hear
your customer needs

10. 4 ways to ruin a business relationship
● Don’t be combative or argumentative
○ I see your point but….
○ Can I be honest with you?
○ Sarcasm
● Don’t use high pressure
○ When do you expect to make a decision
● Don’t use self defeating language
○ I know you are busy so I won’t waste much of your time
○ I am sorry to bother you
● Tone is important. Tailor your approach to your customer

11. 6 bottom line components of a truly successful
business relationship
● Repeat business
● Consistent referrals
● Long term relationships
● Mutual respect
● Loyalty and Trust
● A win-win partnership