The Big Obstacle with Relationship Selling and How to Get Over it
By Kevin Oubridge (United Kingdom)
Relationship selling really comes to the rescue of executive coaches struggling to sell your services. Why? Because it gives you a route to winning clients that plays to your strengths as a coach. However, even relationship selling can trip you up if you are not comfortable with all the stages.
A typical relationship selling cycle goes something like this:
By design, if you get it right, you end up going in circles. You go from first contact to build relationships and then repeat. Of course, for executive coaches, the next time round should be easier because you have built the relationship with individuals in your client company (coaching participant, line manager, decision maker) and can win further business off the back of it.
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