WelcomeWe Are

Dazzling Positive Mind

ACMC, Batch-2, Section-A

Final Presentation

Name of Group Members

1. Md. Nafiul Ahmed

2. Md. Iqbal Hasan

3. Golam Kibria

4. Muhammad Main Uddin

5. Nur Al Foysal

6. 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.

Relationship Selling

Preparation &

Presentation

Good posture

Sincerity

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 partnersBecome a solutions providerDeliver more service than you

promise Schedule regular service callsDevelop open and honest

communicationUse the ‘we can’ approachTake responsibility for mistakes madeBe an ally for the customers’ business

How to break relationship

Simply wait for the problem to develop Focus only on making the saleOver-promise and under-deliverWait for your customers to call you Lie or make exaggerated claimsUse the “us versus them” approachBlame 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

Spend time on Right things vs. doing things right

No job is beneath you

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. People buy from those they like and trust. 2. 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 client’s needs and expectations

Help your prospect see the bottom line

Find out your prospect’s 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 customer’s

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 customer’s need

Make every client feel important

Provide top quality service

Win-Win situation

Thank You