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Relationships| Article #117 :RELATIONSHIP SELLING – PART 5

In this installment of relationship selling, we're going to focus on adding value to somebody's life. This is something that is so overlooked by many sales people but is so critical in understanding.

We all want to better ourselves in whatever it is we do. For many of us, that means adding value to our lives. This can be done in many ways, and not all of them on the level of monetary gain.

For example. Some people feel that adding value to their life means starting a family, having an heir to pass along the family name to. This gives them a feeling of immortality thinking that if they have a child, or many children, that their lives have more meaning and more value. For others, adding value to their lives, means being able to have more free time to do the things that they want to do and not have to spend every waking hour thinking of work.

Of course, there are those who equate value with dollars and cents and there is no getting around this. Their bottom line is the bottom line of their bank statement. The more money they have, the more they feel they are worth. So what does this have to do with relationship selling? Everything.

The key here is understanding that the important part is not so much what is important to your potential customer, as far as adding value to their life, but in finding out what that is. You need to speak to the customer on a personal level. Ask them what's important to them. Find out if raising a family is their priority. Find out if they want to be able to travel more and see the world. And of course, if the bottom line is that they just want to have as much money as they can make, then find this out too.

Once you understand what it is that makes your potential customer tick, you'll then understand how you have to approach them about your product, service or business opportunity. For example. If family is important to them, then stress how your product or service will benefit the whole family, either in the protection or service it will give them or even in the financial security it will provide. If your customer wants to have more time to travel, then show them how your product or service will give them that time. And of course if they're simply interested in the bottom line and want to make as much money as they can, then show them how your opportunity will do that, without filling them up with hype and unrealistic expectations.

By getting to know the person you are speaking with, you will begin to understand what makes them tick and what's important to them. This is why it's called relationship selling. You're not giving a standard pitch to everyone. You're asking questions about the person and based on the answers, you're then giving a very specific presentation that is specifically tailored to their needs.

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