6
RELATIONSHIP SELLING
Relationship selling refers to a sales interaction that focuses on the quality of exchange between you and the buyer rather than the price or specifications of the product or service. It can readily be a component of all of the types of selling discussed in this second half of the book.
The beginning of relationship selling is a mindset. It is a shift from focusing on selling something to focusing on helping the customer. As we look at ways to use body language to reinforce your positioning as a “helper” rather than a “seller,” we will also explore some common pitfalls.
The positive mindset shows up in myriad ways. A big indication is your use of active listening. When you’re the one doing all the talking, the meeting is ...
Get Body Language Sales Secrets now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
