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RELATIONSHIP SELLING

RELATIONSHIP SELLING. “It’s all about farming vs. hunting”. Nurture the Relationship. The emotional bank account It takes multiple transactions to establish a relationship You can’t force the relationship Relationships are based on each party’s interests being served- it takes two to tango!.

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RELATIONSHIP SELLING

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  1. RELATIONSHIP SELLING “It’s all about farming vs. hunting”

  2. Nurture the Relationship • The emotional bank account • It takes multiple transactions to establish a relationship • You can’t force the relationship • Relationships are based on each party’s interests being served- it takes two to tango!

  3. The Stay in Touch Program “Sounds like a Trac to me”

  4. Prospective Members • Release non-joiners from sales pressure • Use your Club Pro & Tel-Trac • Create “deposits” • Follow-up with “offer” • Continue process every few months • Evaluate results regularly

  5. Existing Members • Integrate the member • Fit-trac • Orientations • Bonding • Member Referral Programs • Club Programming • Recognition Programs • Follow-up • Constant contact • Follow-up letters/calls (deposits) • Send letter/call with an “offer”

  6. Stay in Touch • Be Proactive. • They have invited you in. • Communicate to establish a relationship (threshold strategy). • It takes a system! Tel-Trac & R-Trac

  7. RELATIONSHIP SELLING “It’s effective and It pays off” THE END

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