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Relationship Selling - How To Overcome Your Fear Of Selling For Long Term Success

Author : Carey Last James


The "Open for Business" sign is figuratively and, depending on your business, literally hanging on your door. You are all ready and excited to get started in your new small local business venture. Everything in place, books are in order, inventory/supplies on hand. Seems like you have everything covered. One small problem....there doesn't seem to be any customers/clients to whom you can sell your product or services. Gee, must have forgotten to put in an order for those. Sounds a little far-fetched but more often than not, most small local business owners start out with an excellent knowledge of their trade but absolutely no knowledge of one of the most critical skills: Selling. Relationship Selling and Relationship Building are absolutely paramount for any small business owner to learn when starting out; but yet so few have even the slightest idea where to start and their fear of selling is holding them back from reaching the long term success they truly desire.
Seems most small business owners don't know a lick about selling and don't really care much about it either. They think if they place a few ads, hang a few signs, customers will come in droves. But if you dig deep enough, you more than often than not find that most people are simply afraid or uncomfortable when it comes to that dreaded word - "Selling". It doesn't have to be that way. Selling does not have to be a pitchfest any longer. With relationship selling, the emphasis is on relationship building. Building a relationship very similar to the way you would have coffee and chat with an old friend. It should be a process, not a "one shot deal" where you try and convince someone to buy from you.
Done correctly, selling can be something that you will truly start to enjoy as you move forward in the process of relationship building and see yourself as a "solutions provider" rather than a salesperson. It is genuinely a give-first, take-second mindset and once you have acquired these skills, they will be skills you will use in your everyday life in all situations.
Do you have to be an expert salesperson to sell?
No, absolutely not. In fact, it is actually better that you have no previous sales experience when getting started in this type of selling. It leaves all of that old "pitchy" baggage behind and wipes the slate clean. Creating and building these customer relationships will increase your credibility over time, position you as an expert in your field, and create repeat business and referrals from your existing customer base. Over time, your business will grow exponentially simply because you offered solutions and provided value to your customer above and beyond what your competitors offer.
These are the keys to truly being a successful "salesperson" in today's market. There is no reason to fear selling because it no longer is about you but rather about your customer. This shift in thinking is what will create an atmosphere of trust and make the selling process something you will look forward to rather than dread.
Don't let the fear of selling hold you back from reaching the long term success you deserve and desire. If you are just starting out, it is imperative that you develop these skills before you hang the "open for business" sign on your door.
Having an excellent knowledge of your trade is the cake. Overcoming your fears of selling and getting customers in the door and coming back for more is the icing.


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Jerald Powell has been writing articles on-line for nearly 2 years now. Not solely can this author target Relationship
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Tags:   Success, Overcome, Relationship, depending, selling

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Submitted : 2010-10-17    Word Count : 648    Times Viewed: 360