Emotions Aren’t the Enemy of Good Decision-Making: What is Relationship Selling?

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Aug 25, 2023
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Emotions Aren’t the Enemy of Good Decision-Making: What is Relationship Selling?
In the world of decision-making, emotions are often seen as a hindrance. We are told to set our emotions aside and make rational, logical choices. However, research has shown that emotions can actually play a crucial role in decision-making.
The first step in making a good decision is to identify the emotions we are feeling as we face the decision. By naming our feelings, we create a space between our emotions and our actions. This allows us to examine the emotion and acknowledge it without letting it control our decision-making process.
Once we have identified our emotions, we can then visualize how we will feel when looking back at our decision in the future. Imagine that you have made a successful decision. How do you feel now? Do you feel a sense of accomplishment, relief, or clarity? Visualizing our success can help us gain confidence and clarity in our decision-making process.
Incorporating emotional bookends can also be helpful in making decisions. Emotional bookending involves naming and tolerating our emotions, rather than burying or running away from them. By doing so, we can better identify the real decision that will help us move forward with confidence and clarity.
Now, let's shift gears and explore the concept of relationship selling. Relationship selling is a sales approach that focuses on building deep connections with prospects in order to close deals. This approach is particularly effective when selling big-ticket items.
The key to relationship selling is to build a genuine connection with your prospects. This involves taking the time to learn about them and their industry. By understanding their needs and challenges, you can position yourself as a trusted advisor who can provide valuable solutions.
Building relationships is all about the small stuff. Take the time to have meaningful conversations with your prospects and show genuine interest in their lives. This will help you establish trust and rapport, setting you apart from other salespeople who are solely focused on the product.
Objections are inevitable in any sales process. When addressing objections, it's important to focus on value. What can you offer that will address your prospect's concerns and provide them with the resources, insights, and connections they need? By demonstrating value, you can overcome objections and move closer to closing the deal.
Relationship selling is not a one-time transaction; it is an ongoing process. It's about more than just making a sale; it's about helping your prospects succeed. This is particularly important in subscription-based businesses, where loyalty is key. By prioritizing your prospect's success and being a trusted partner, you can build long-lasting relationships that lead to repeat business and referrals.
In conclusion, emotions and relationships are not enemies of good decision-making and sales. They can actually be powerful tools when used effectively. By acknowledging and understanding our emotions, we can make better decisions. And by building genuine connections with our prospects, we can close more deals and cultivate long-term success.
Actionable Advice:
- 1. Take the time to identify and name your emotions when faced with a decision. This will create distance and allow for more objective decision-making.
- 2. Visualize your success and how it feels. This can provide clarity and confidence in your decision-making process.
- 3. Focus on building genuine connections with your prospects. Show interest in their lives and provide value beyond just the product or service you are selling. This will set you apart and lead to long-term success.
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