"relationship Selling-The Key to Getting and Keeping Customers" by Jim Cathcart

I have just ordered Relationship Selling by Jim Cathcart and the ABCs of Relationship Selling by Charles Futrell from Amazon.

On my main Business Coaching blog, you will have seen that I talk about the importance of being a customer focused entrepreneur and finding the hidden profit and benefits that develops from creating a strong relationship with customers.

While relationships can be turned around, it makes most sense, to start the relationship in the way you want to continue and that means using relationship selling techniques.

I thought Mitch Axelrod and the New Game of Selling was terrific when I reviewed it recently. A fresh approach which makes a great deal of sense as it focuses on helping the buyer to buy.

Why Relationship Selling Is So Important In 2009

In today's uncertain times, customer relationships will matter more and more.

Some companies will turn to trying to manipulate and hard sales techniques in a desperate attempt to win the deals that will keep their businesses solvent.

Unfortunately I can't see that any part of the economy won't be affected so more prospective buyers are going to be uncertain and worried that they are buying more problems and not the solutions that they hope.

So what do you think will happen when a pushy salesperson, clearly acting from their own self interest is frantically using all the traditional tactics of persuasion in a bid to close the deal?

People love to buy but in general they hate to be sold.

As buyers become more uncertain, their lower, old or reptilian brain takes over and that has the main purpose of protecting them from threats. If you sense a danger, your first instinct is to escape and in a buying situation that means saying no to a pushy salesperson.

How much better do think it would be to buy from someone who takes a relationship selling approach and focuses on developing a long term relationship based on mutual trust and benefit?

Relationship Selling by Jim Cathcart

Relationship Selling is a short book at 144 pages and it was published back in 1990.

It was one of, if not the first book to emphasise the importance of relationship selling and is considered to be a classic so I thought that it made sense to start my investigations at the beginning.

I will be reviewing Relationship Selling quickly because I believe that the information is so relevant to today's issues.

You can buy a copy of Relationship Selling by Jim Cathcart from Amazon.com or Amazon.co.uk - affiliate links

If you would