{"id":2105,"date":"2011-10-14T09:00:19","date_gmt":"2011-10-14T13:00:19","guid":{"rendered":"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/increasing-sales-through-relationship-selling"},"modified":"2011-10-14T09:00:19","modified_gmt":"2011-10-14T13:00:19","slug":"increasing-sales-through-relationship-selling","status":"publish","type":"post","link":"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/increasing-sales-through-relationship-selling","title":{"rendered":"Increasing Sales Through Relationship Selling"},"content":{"rendered":"<p>&nbsp;<\/p>\n<p>For today\u2019s Growth Coach blog, we are fortunate to have Glenn Smith as a guest blogger. Glenn Smith is a Growth Coach Franchise Owner from the Houston\/Sugar Land Texas area and is a highly regarded business coach, prolific blogger, an accomplished marketer, and has recently been recognized as &#8220;The 2011 Coach of the Year&#8221; by The Growth Coach System.<\/p>\n<p>You can learn more about Glenn, his credentials and his coaching services at <a href=\"http:\/\/www.TheGrowthCoachhHouston.com\">www.TheGrowthCoachhHouston.com<\/a>.<\/p>\n<h1>Increase Sales Through Relationship Selling<\/h1>\n<p>If you want to<strong> <a title=\"blocked::http:\/\/www.thegrowthcoachhouston.com\/increase-your-sales\/\" href=\"http:\/\/www.thegrowthcoachhouston.com\/increase-your-sales\/\" target=\"_blank\" rel=\"noopener\">increase sales<\/a><\/strong> I strongly recommend that you learn to develop a relationship selling approach. A classic resource, though sometimes difficult to find, is Jim Cathcart\u2019s timeless book <em>Relationship Selling<\/em>.<\/p>\n<p>Cathcart points out that \u201cRelationship Selling transcends the sales transaction and looks beyond it to the ongoing relationship built between the buyer and the seller.\u201d Unfortunately, <a title=\"blocked::http:\/\/thegrowthcoachhouston.blogspot.com\/2009\/09\/why-do-we-hate-sales-people.html\" href=\"http:\/\/thegrowthcoachhouston.blogspot.com\/2009\/09\/why-do-we-hate-sales-people.html\" target=\"_blank\" rel=\"noopener\">many sales people do not get this<\/a>!<\/p>\n<p>To <a title=\"blocked::http:\/\/thegrowthcoachhouston.blogspot.com\/search\/label\/Obstacles That Hold Sales Professionals Back\" href=\"http:\/\/thegrowthcoachhouston.blogspot.com\/search\/label\/Obstacles%20That%20Hold%20Sales%20Professionals%20Back\" target=\"_blank\" rel=\"noopener\">increase sales<\/a> you must understand that there are 2 types of relationships: superficial and substantive. Superficial relationships are characterized by small talk about the weather, golf, or other \u201ceasy\u201d topics. These relationships are built on casual interactions and lack any real depth.<\/p>\n<p>On the other hand, the substantive relationship is characterized by mutual benefit. Potential customers are not looking for a new \u201cbest friend.\u201d They are looking for people who can bring value to their lives. When mutually beneficial, win-win relationships begin to develop you have a substantive relationship.<\/p>\n<h2><strong>The way to increase sales is to build substantive relationships!<\/strong><\/h2>\n<p>Cathcart notes that successful salespeople have 2 common characteristics: they love to make sales and they respect their customers. As a result, these salespeople focus on building a substantive relationship with their customers. And, they focus on providing valuable service through that relationship.<\/p>\n<p>Selling should be a caring act. It should be something we do to <em>help<\/em> people. It should be something we do <em>with<\/em> people and <em>for<\/em> people, not <em>to<\/em> them!<\/p>\n<h2><strong>How can we increase sales <\/strong><em>and<\/em><strong> help people through our selling process? We can do this in 3 ways:<\/strong><\/h2>\n<p>1.\u00a0\u00a0\u00a0 We can reduce our customer\u2019s fears by understanding them and making them proud of their purchase.<\/p>\n<p>2.\u00a0\u00a0\u00a0 We can enhance our customer\u2019s confidence and image, and in the case of b2b, we can enhance their competitive standing.<\/p>\n<p>3.\u00a0\u00a0\u00a0 We can help achieve the customer\u2019s goals.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>&nbsp; For today\u2019s Growth Coach blog, we are fortunate to have Glenn Smith as a guest blogger. Glenn Smith is a Growth Coach Franchise Owner from the Houston\/Sugar Land Texas area and is a highly regarded business coach, prolific blogger, an accomplished marketer, and has recently been recognized as &#8220;The 2011 Coach of the Year&#8221; [&hellip;]<\/p>\n","protected":false},"author":4,"featured_media":142,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"footnotes":""},"categories":[17],"tags":[],"class_list":["post-2105","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business-coaching"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v24.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Increasing Sales Through Relationship Selling - Growth Coach of Central Ohio North<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/increasing-sales-through-relationship-selling\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Increasing Sales Through Relationship Selling - Growth Coach of Central Ohio North\" \/>\n<meta property=\"og:description\" content=\"&nbsp; For today\u2019s Growth Coach blog, we are fortunate to have Glenn Smith as a guest blogger. Glenn Smith is a Growth Coach Franchise Owner from the Houston\/Sugar Land Texas area and is a highly regarded business coach, prolific blogger, an accomplished marketer, and has recently been recognized as &#8220;The 2011 Coach of the Year&#8221; [&hellip;]\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/increasing-sales-through-relationship-selling\" \/>\n<meta property=\"og:site_name\" content=\"Growth Coach of Central Ohio North\" \/>\n<meta property=\"article:published_time\" content=\"2011-10-14T13:00:19+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/wp-content\/uploads\/2019\/07\/5.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"753\" \/>\n\t<meta property=\"og:image:height\" content=\"450\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"The Growth Coach\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"The Growth Coach\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"2 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/increasing-sales-through-relationship-selling\",\"url\":\"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/increasing-sales-through-relationship-selling\",\"name\":\"Increasing Sales Through Relationship Selling - Growth Coach of Central Ohio North\",\"isPartOf\":{\"@id\":\"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/increasing-sales-through-relationship-selling#primaryimage\"},\"image\":{\"@id\":\"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/increasing-sales-through-relationship-selling#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/wp-content\/uploads\/2019\/07\/5.jpg\",\"datePublished\":\"2011-10-14T13:00:19+00:00\",\"author\":{\"@id\":\"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/#\/schema\/person\/7e01e3e04c601ef69092843058af4fa5\"},\"breadcrumb\":{\"@id\":\"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/increasing-sales-through-relationship-selling#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/increasing-sales-through-relationship-selling\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/increasing-sales-through-relationship-selling#primaryimage\",\"url\":\"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/wp-content\/uploads\/2019\/07\/5.jpg\",\"contentUrl\":\"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/wp-content\/uploads\/2019\/07\/5.jpg\",\"width\":753,\"height\":450,\"caption\":\"5\"},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/increasing-sales-through-relationship-selling#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Increasing Sales Through Relationship Selling\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/#website\",\"url\":\"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/\",\"name\":\"Growth Coach of Central Ohio North\",\"description\":\"Better Business - Better Results - Better Life\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-US\"},{\"@type\":\"Person\",\"@id\":\"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/#\/schema\/person\/7e01e3e04c601ef69092843058af4fa5\",\"name\":\"The Growth Coach\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/#\/schema\/person\/image\/\",\"url\":\"https:\/\/secure.gravatar.com\/avatar\/309888a805c4cb350969f081d1177f14?s=96&d=mm&r=g\",\"contentUrl\":\"https:\/\/secure.gravatar.com\/avatar\/309888a805c4cb350969f081d1177f14?s=96&d=mm&r=g\",\"caption\":\"The Growth Coach\"},\"url\":\"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/author\/tgcadmin\"}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Increasing Sales Through Relationship Selling - Growth Coach of Central Ohio North","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/increasing-sales-through-relationship-selling","og_locale":"en_US","og_type":"article","og_title":"Increasing Sales Through Relationship Selling - Growth Coach of Central Ohio North","og_description":"&nbsp; For today\u2019s Growth Coach blog, we are fortunate to have Glenn Smith as a guest blogger. Glenn Smith is a Growth Coach Franchise Owner from the Houston\/Sugar Land Texas area and is a highly regarded business coach, prolific blogger, an accomplished marketer, and has recently been recognized as &#8220;The 2011 Coach of the Year&#8221; [&hellip;]","og_url":"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/increasing-sales-through-relationship-selling","og_site_name":"Growth Coach of Central Ohio North","article_published_time":"2011-10-14T13:00:19+00:00","og_image":[{"width":753,"height":450,"url":"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/wp-content\/uploads\/2019\/07\/5.jpg","type":"image\/jpeg"}],"author":"The Growth Coach","twitter_card":"summary_large_image","twitter_misc":{"Written by":"The Growth Coach","Est. reading time":"2 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"WebPage","@id":"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/increasing-sales-through-relationship-selling","url":"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/increasing-sales-through-relationship-selling","name":"Increasing Sales Through Relationship Selling - Growth Coach of Central Ohio North","isPartOf":{"@id":"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/#website"},"primaryImageOfPage":{"@id":"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/increasing-sales-through-relationship-selling#primaryimage"},"image":{"@id":"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/increasing-sales-through-relationship-selling#primaryimage"},"thumbnailUrl":"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/wp-content\/uploads\/2019\/07\/5.jpg","datePublished":"2011-10-14T13:00:19+00:00","author":{"@id":"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/#\/schema\/person\/7e01e3e04c601ef69092843058af4fa5"},"breadcrumb":{"@id":"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/increasing-sales-through-relationship-selling#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/www.thegrowthcoach.com\/central-ohio-north\/increasing-sales-through-relationship-selling"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/increasing-sales-through-relationship-selling#primaryimage","url":"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/wp-content\/uploads\/2019\/07\/5.jpg","contentUrl":"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/wp-content\/uploads\/2019\/07\/5.jpg","width":753,"height":450,"caption":"5"},{"@type":"BreadcrumbList","@id":"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/increasing-sales-through-relationship-selling#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/"},{"@type":"ListItem","position":2,"name":"Increasing Sales Through Relationship Selling"}]},{"@type":"WebSite","@id":"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/#website","url":"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/","name":"Growth Coach of Central Ohio North","description":"Better Business - Better Results - Better Life","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Person","@id":"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/#\/schema\/person\/7e01e3e04c601ef69092843058af4fa5","name":"The Growth Coach","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/#\/schema\/person\/image\/","url":"https:\/\/secure.gravatar.com\/avatar\/309888a805c4cb350969f081d1177f14?s=96&d=mm&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/309888a805c4cb350969f081d1177f14?s=96&d=mm&r=g","caption":"The Growth Coach"},"url":"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/author\/tgcadmin"}]}},"_links":{"self":[{"href":"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/wp-json\/wp\/v2\/posts\/2105","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/wp-json\/wp\/v2\/users\/4"}],"replies":[{"embeddable":true,"href":"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/wp-json\/wp\/v2\/comments?post=2105"}],"version-history":[{"count":0,"href":"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/wp-json\/wp\/v2\/posts\/2105\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/wp-json\/wp\/v2\/media\/142"}],"wp:attachment":[{"href":"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/wp-json\/wp\/v2\/media?parent=2105"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/wp-json\/wp\/v2\/categories?post=2105"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.thegrowthcoach.com\/central-ohio-north\/wp-json\/wp\/v2\/tags?post=2105"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}