Social & Relationship Aspects of Sales

The more sales people I talk to the more I hear them stating that effective selling involves the social and relationship aspects between the sales professional and their prospective client. They have found that their awareness of the social nuances of selling combined with thinking about the sales process in the context of relationship stages can be instrumental in their sales successes.  It progresses from learning about each other’s products and services to a relationship built on commitment and trust. Some sales professionals say it is comparable to how personal friendships develop.

1.  Introduction & making contact.  The initial sales meeting where introductions occur and the initial contact begins.
2. Discovery: gathering & sharing information. Sales professional provides product and service information while the client prospect gives an idea of their needs and challenges.
3. Development of trust & rapport. Sales professional accurately and honestly responds to client questions and provides information requested by the client prospect. Sales person’s credibility grows in the prospect’s assessment of them: “they are responsive to my needs.”  At the same time, the client furthers the relationship along by providing insights into their business.
4. Collaboration & consensus on needs. Both sales person and client come to the stage where they feel that product and services are linked to needs.
5. Proposed solution & offer. The sales professional is feeling confident that they can make an offer to the client, which incorporates solutions to their needs.
6. Confirmation & commitment. The client prospect confirms that the offer and solution presented reflects what has been discussed. They indicate that they are committed to working with the sales professional in accepting the proposed solution.
7. Delivery & product use. Product and service is delivered as agreed upon, and the client’s use of the product meets their expectations.
8. Follow-up & maintenance. The sales professional continues to solidify their relationship with the client and customer through on-going follow-up communications to ensure their needs continue to be met and to be aware of developing challenges to be able to respond to these as well.