Relationship Selling

Nour Helou and Zeina El Hasan

Presented to: Samer Dada
November 2nd, 2020
Preview

➢ Short Story
➢ What is relationship selling?
➢ What is Key Account Management?
➢ Why is relationship selling important?
➢ Techniques in Relationship Selling
➢ Examples on relationship selling
Short Story
What is relationship selling?

Relationship selling refers to the sales technique that focuses

on the interaction between the buyer and the salesperson,

rather than the price or details of the product.

What is Key Account Management?
Why is relationship selling important?

1. You will build trust and establish a positive brand image.

2. You will increase sales.

3. You will turn customers into advocates.

Techniques in Relationship Selling

● Find common ground.

● Get better at listening.
● Add Value.
● Be honest with prospects.
● Have empathy.
● Be reliable.
● Be patient.
Examples on relationship selling
● Zappos.

● Starbucks
Examples on relationship selling
● Lay’s
Review of Main Points

➢ Short Story about relationship selling.

➢ What is relationship selling?
➢ What is Key Account Management?
➢ Why is relationship selling important?
➢ Techniques in Relationship Selling
➢ Examples on relationship selling (Zappos, Starbucks, and Lay’s).
Thank You !
References
GARLAND, S. (2018, October 16). What is relationship selling and how to use it to drive more sales. From Lead Gibbon:
https://www.leadgibbon.com/blog/relationship-selling/

Gupta, A., Kumar, A., Grewal, R., & Lilien, G. (2018). Within-Seller and Buyer-Seller Network Structures and Key Account Profitability. Journal
of Marketing, 108-132.

Hurley, K. (2016, October 27). What is Relationship Selling? Account Based Selling 101. From Nudge: https://nudge.ai/relationship-selling/

Kang, J. (2020, October 29). 20+ Awesome Relationship Marketing Examples You Can Learn From. From Referral Rock:
https://referralrock.com/blog/examples-of-different-levels-of-relationship-marketing/

Kimla, N. (2015, October 1). What is Key Account Management? From Sales Pop:
https://salespop.net/crm-sales-software/what-is-key-account-management/#:~:text=Key%20account%20management%20(KAM)%20defines,create
%20long%20everlasting%20business%20relationship

Patel, S. (2019, 11 20). Relationship Selling: Definition, Techniques, and Examples. From Mailshake:
https://mailshake.com/blog/relationship-selling/

Washenko, A. (2015, April 20). 4 Brands That Make Relationships Central to Content. From Upland:
https://uplandsoftware.com/kapost/resources/blog/relationship-marketing/