The Ten Laws of Relationship Selling

Definition – Transactional Relationship Selling: Building relationships of genuine rapport and trust for the purpose of gaining information and support for a buying decision that is in the best interests of all concerned. The sale is achieved through the transference of belief with positive emotion and supported logically with facts and evidence.The following ten laws must be observed.1. People buy from those they like and trust.Corporations do not buy but individuals do so from those they like and trust. Trust is built through shared values and genuine understanding. Do your homework and be a domain expert by truly understanding their industry and your market. Applying unwanted pressure and closing prematurely is a mistake. Anything that damages trust and understanding is to be avoided.2. People buy with their emotions and justify decisions with logic and facts. Selling is the transference of emotion and belief supported by