Wow, I actually saw that posted as a comment in reply to a sales oriented blog yesterday. The author of that comment said he was repulsed by anyone who attempted to sell him that way. He would prefer to sell first and ask questions later. He claims to first do business and get to know the client later on. How’s that work in the real world? As I understand that author’s comments, he prefers a non caring, transactional approach to sales. Call that a rush to judgment , but I’m sticking to it.

How many of you have ever had success pushing a sale through without some level of a relationship in place? In both my businesses, relationships are essential to making a sale and gaining a new client. My clients depend on me to be rock solid, honest, knowledgeable, and above all, to care about them. Maybe not every business works that way, but so many do. Furthermore, relationship selling is conducive to long lasting relationships. When you’re engaged and interested in your clients, they will stick with you. Look at them as a number, and seller beware. You will be out of their lives before you know what happened.

Relationship selling is honorable. If you sell that way, it doesn’t necessarily slow down the sales cycle either. If you are capable of bonding, building trust and moving your prospects through the selling process, relationship selling is a true joy. It’s also very rewarding. And believe me, the money will follow.

For the transaction oriented sales rep, money is the number 1 motivator. That’s like building a castle on a paper foundation. It will all come crumbling down someday. It’s also a high stress, high pressure existence.

I personally know many sales reps and business owners who are very happy with selling the way they do(relationship), make lots of money and are free from stress and pressure.

There you have it. Which style makes you feel greasy? Does relationship selling feel wrong to you? Or are you put off by someone who only cares enough to separate you from your money?

Next time you shake hands with a relationship oriented sales rep, break out a bottle of Dawn. It really cuts the grease. Then you can go on to have a long term business relationship.