Dirkjan: Created page with "In Selling the wheel Attracting a '''''Relationship Builder''''' is one of the different sales strategies a company can deploy. This sales strategy works..."

2020-08-25T10:32:41Z

Created page with "In Selling the wheel Attracting a '''''Relationship Builder''''' is one of the different sales strategies a company can deploy. This sales strategy works..."

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In [[Selling the wheel|Selling the wheel]] Attracting a '''''Relationship Builder''''' is one of the different sales strategies a company can deploy. This sales strategy works best in the [[Incremental Growth|Incremental Growth]] phase of the [[Maturity phases in a product's life cycle|Maturity phases in a product's life cycle]].

=The Relationship Builder=
{| class="wikitable"
!
!Description
|-
|!Personality
|
|
|-
|'''Character'''
|Solid Citizin, fun loving, likable. Hardworking. Good marriage, civic minded. Optimistic but also pragmatic. Lifestyle is upscale but not extravagant
|-
|'''Major drives'''
|Likes the entrepreneurial spirit of sales, but needs the security and sense of belonging of an organisation. Prefers sales to management
|-
|'''Important skills'''
|Resolving objections. Closing. Developing good relations. Building repeat business. Have an inner sense that the customer always comes first
|-
|!Marketing
|
|
|-
|'''Ideal company to image'''
|Tried and true. Years of experience. Established but up to date. Champion of today's standard
|-
|'''To generate sales leads'''
|Offers a free service. Use social networking to meet new prospects
|-
|'''Qualifying customers'''
|The [[Wizard|Wizard]] looks for prospects. The builder seeks accounts. Your goal is to identify the best customers, the one who are going to give you repeat business.
|-
|!Getting the sale
|
|
|-
|'''Sales Presentation'''
|Might take place on the golf course or in a restaurant. Emphasize a superior delivery of the familiar not the new. Show that you offer a better implementation of a standard solution
|-
|'''Typical Objections'''
|Tend to resolve around issues brought up by the customers in-house experts such as "Can you meet our special specifications and delivery requirements?" Price is an issue but not the most important one.
|-
|'''Resolve by'''
|Supporting and working with in house experts. Be an ally not an enemy. Make adjustments to satisfy special needs.
|-
|'''Closing'''
|Be there pronto when the customer needs you. Often a handshake is all that is required to seal the deal
|-
|!Service
|
|
|-
|'''Great service means'''
|No hassles. Fast delivery. Prompt exchange or money refund if the customer is dissatisfied. Policies empowering people to work with the customer to bend the rules to make a difference
|-
|'''Key to repeat business'''
|Consistent quality and a low price. Do everything possible not to lose customers once you have them. Keep the buying experience pleasant, easy and problem free. Try to make buying fun. Deliver friendly service
|-
|}
[[Category:sellingthewheel]]

[[Category:Selling the wheel]]

[[Category:Term]]

Relationship Builder - Revision history

Dirkjan: Created page with "In Selling the wheel Attracting a '''''Relationship Builder''''' is one of the different sales strategies a company can deploy. This sales strategy works..."