C-Level, Relationship Selling Blog

Effective Cross Selling

The easiest way to cross sell is to use your high level relationships.  The magic pill for building a network of high level relationships is to admit to yourself that you have to get to these leaders and begin relationship selling.  If you do, then you’ll start focusing and focus will get your creativity churning to find entry points to the profit center leaders and their direct reports. 

The trick to getting to the top is to relationship sell your main contact and then use that good working relationship to network you to the leaders.  Most people get tight with their main contact, but never use that relationship to springboard them to the next level.  What a waste of a good relationship. 

Read the full version of this relationship selling article - The Path to First Sales and Cross Selling

Relationship Selling Makes Selling Fun

Wouldn't you rather be chit chatting with a friend than cold calling.  Well that's exactly what you should do if you want to make sales easily.  Suppose you want to get introduced to a key executive you don’t know in an existing account or a target company.  You could (A) call that person directly, or (B) ask someone for an introduction.  (B) is the better choice because it’s the one were your chance of success is far greater and if you get in, you’ll be welcomed rather than an annoying intruder.

Relationship Selling is your future for closing deals.  The Internet and our Flat World has made buying very different than in the past.  Buyers now browse to find companies, services or merchandise along with price comparisons, and there’s no pressure. 

Think of yourself.  How do you buy?  If you’re like most, you talk to people and get ideas of where to buy or which websites to visit.  This is the back end of Relationship Selling - telling people where to find what they want.  The front end is asking people for help finding what you want. 

You know people (professional relationships) that know people who can get you in the door.  Some you know really well.  I call these your Golden Network.  Others you don’t know as well, but that’s OK.  They will still help you - if asked correctly. 

I now have a website dedicated to relationship selling - http://www.RelationshipSelling.info    It is now and will be for the future a warehouse of relationship selling articles, as well as books, CD's, and more. For example How to Build a Network, How To Use The Network, Tips For Preparing Yourself, Dealing With Your Networking And Relationship Issues, Turning Gatekeepers into Professional Relationships, Getting to High Level Decision Makers and more.  Check it out - It’s only the beginning.