Relationship Customers

In Selling the wheel Relationship customers are the third group of customers to target during the Incremental Growth phase of the Maturity phases in a product's life cycle.

Relationship Customers:

• Want a reliable, accepted product
• Are making a complex purchase and need help with dealing with the complexity but do not need a unique design
• Are knowledgeable about what they want and can articulate their needs
• Examples are middle managers, most of the business to business market. Consumer purchases involving an ongoing bond of trust (banking)

A Relationship Builder is the best sales person for this type of customer.