Transactional Selling versus Relationship Selling.

             Transactional selling occurs when on short term,one time transaction,the salespersons' focus is only on achieving that single sale.Whereas,Relationship selling occurs when it is a long term process.The customer becomes a CLIENT in relationship selling and seller becomes a SUPPLIER.

             Sincerity is the foundation of relationship selling.A salesperson who is sincere will definitely build a strong relationship with his customer.Relationship Selling means the following:

1. People buy people first.

2. Then they buy from the people.

3. Later they buy from the company.

            People must feel good with the people they want to buy from.Building and maintaining relationships boils down to basically three broad categories:

1. Behaviour

2. Events

3. Activities or actions

"Building a relationship is a process.Not an event."

            The true objective of a good sales professional is not just to make a sale but to create clients because it takes less effort to retain a customer than to gain a new one.

           If a customer realizes or feels that your input is critical to their success,especially long-term success,your relationship changes into a strategic relationship.A strategic relationship is one where both parties feel that each one is critical to other one's long-term success,and they will work towards helping each other's growth.

         What is 'Zero defect' in selling?

When a salesperson is sincere.Has a caring attitude,responsibility,commitment and pride in performance.This is called 'Zero defect,'where the salesperson delivers to his customer with 100% efficiency.

Two major things to keep in mind for a sales professional:

1. Never forget a customer and never let a customer forget you.

2. Don't take your customer for granted.Always keep in mind that he is being solicited by your competitors.

       Thank you for reading.Be happy and keep rocking.Wish you a great SUCCESS.