Relationship Builder

In 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 phase of the Maturity phases in a product's life cycle.

The Relationship Builder

	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 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