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Relationship Selling: Nurturing Connections for Success

Learn the art of relationship selling by nurturing connections, understanding the emotional bank account, and staying in touch consistently. Discover how to engage both prospective and existing members effectively to build lasting relationships that lead to sales success.

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Relationship Selling: Nurturing Connections for Success

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Presentation Transcript

  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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