"If you sell big-ticket items, you're a top candidate for the relationship-based selling approach."

"Relationship selling is the act of building deep connections with prospects in order to close deals."

"A real relationship will set you apart."

"This sales technique focuses on the product being sold, not the customer purchasing it."

"The best way to get to learn about your prospects is to talk with them."

"Here's the point: relationships are built on the small stuff. Dig into it—but don't get lost in it, and don't try to force it."

"Your prospects want to do business with someone who understands them and their industry."

"It doesn't matter which sales strategy you use, eventually, you'll need to address objections."

"Is there anything keeping you from making a purchase?"

"Now, when I say ""value"" I'm not talking about discount coupons and freebies—though you can offer those if you like. I'm talking about resources, insights, and connections that you know your prospects will appreciate."

"Connect with prospects by being your authentic self and allowing your enthusiasm for your company's products to shine through."

"Relationship selling is an ongoing process. You're not just interested in your prospect's money; you're interested in their success."

"Relationship selling is important in subscription-based business, too—even if the subscription is relatively inexpensive. This is because subscription-based businesses rely on loyalty."