What Is Relationship Selling?

Relationship selling is a sales tactic in which the seller works on building relationships with people instead of using traditional sales tactics. When enough people in your marketplace know, like, and trust you, sales are the natural result.

Relationship selling is based on authenticity, genuine concern, and honesty. It’s not a sales technique that can be simulated without possessing those basic qualities. Building relationships is something we humans do naturally. We talk on the phone, have coffee or lunch, and work or play together. When you need to make a purchase, you call someone you know or go to a trusted store that sells the product you want. If you don’t know anyone who offers that product or service, you ask the people you do know. That’s how most business actually happens.

The goal of relationship selling is to know a large enough pool of people so that all the sales you need come to you, instead of you having to go out and find them. Not only is this more efficient, but it creates repeat customers who are essential to the longevity of a firm in today’s competitive marketplace.

Vocabulary:

relationship selling – (noun) a sales method that focuses on building strong personal connections and trust with customers rather than focusing only on quick sales, “Our company uses relationship selling because we want our clients to trust us for years.”

sales tactic – (noun) a specific action or method used by a salesperson to convince someone to buy a product or service, “Offering a limited-time discount is a very common sales tactic.”

building relationships – (expression) the process of creating strong, friendly, and supportive connections with other people over time, “In business, building relationships with your clients is just as important as making high-quality products.”

traditional – (adjective) following ideas, methods, or customs that have existed for a long time, “While digital ads are popular, some businesses still rely on traditional methods like newspaper advertising.”

marketplace – (noun) the general world of trade, business, and competition where products and services are bought and sold, “To succeed in today’s global marketplace, a company must be ready to adapt quickly.”

natural result – (expression) an outcome or consequence that happens easily and logically without being forced, “If you practice playing the piano every day, becoming a better musician is the natural result.”

authenticity – (noun) the quality of being real, genuine, and true, rather than fake or copied, “Customers appreciate the authenticity of a business owner who admits when they make a mistake.”

genuine concern – (expression) a sincere, real, and honest feeling of caring about someone else’s well-being or problems, “The doctor showed genuine concern for his patient’s health by calling to check on them over the weekend.”

sales technique – (noun) a particular skill or systematic method used to successfully sell goods or services, “She studied every modern sales technique to improve her monthly performance.”

simulated – (adjective/verb) made to look, feel, or seem real when it is actually artificial or fake, “The pilot trained in a simulated cockpit before flying a real airplane.”

possessing – (verb) having, owning, or holding a particular quality, skill, or item, “Possessing a positive attitude can make a huge difference during a difficult job interview.”

make a purchase – (idiom) to buy something, “I went to the electronics store to make a purchase, but they were completely out of stock.”

trusted – (adjective) reliable, honest, and safe to depend on, “He always gets his car fixed at a trusted local garage.”

pool of people – (idiom) a group or collection of individuals available for a particular purpose or activity, “The company has a large pool of people they can hire from when they need temporary help.”

come to you – (idiom) to happen or arrive naturally without you having to search or work hard to find it, “Once you build a great reputation, new business opportunities will come to you.”

repeat customers – (expression) people who buy goods or services from the same business more than once, “Providing excellent service is the best way to turn one-time buyers into repeat customers.”

essential to – (expression) completely necessary or extremely important for the success, survival, or completion of something, “Getting enough sleep is essential to maintaining good physical and mental health.”

longevity – (noun) the ability to last, continue, or remain successful for a very long time, “Regular exercise and a healthy diet are key to a person’s longevity.”

firm – (noun) a business, company, or organization that sells products or professional services, “She works as a senior lawyer at a well-known legal firm in the city.”

competitive – (adjective) involving a lot of people or businesses trying to be more successful than others, “The smartphone market is incredibly competitive with new models released every month.”