Volume 16, Issue 22 — November 28, 2023

rAVe ED [Education] — Volume 16, Issue 22

November 28, 2023 | Volume: 16 | Issue: 22

I have never in my life been a salesperson, and I would be terrible at it. But here’s the thing: Salespeople get a bad rap, but if they are great at their jobs and focus on relationship selling versus just selling any old thing, that’s different. Scott Tiner writes about this by comparing it to the relationship between someone and their hairstylist. I buy everything my stylist recommends because she knows me, my hair routine and what I’ll actually use. Is your AV salesperson the same? Are they selling you things because they understand you and your business? Or are they just trying to sell? Read more here.

— Steph Beckett

COLUMNS

+ Relationship Selling [Scott Tiner]

Relationship selling is pretty much exactly what it sounds like. Your primary goal in selling is first building a relationship with a customer. Once that relationship is strong, then you provide them the goods and services that produce value for that customer.