When it comes to sales, traditional sales training often focuses on the numbers—closing deals quickly and hitting targets.

But this approach can sometimes overlook a critical element: the human connection.

Enter Sales Relationship Training. In my eyes, the only selling technique needed.

Why relationship selling is the way forward

Relationship selling shifts the focus from just making the sale to building long-term, meaningful relationships with customers. 

It’s about understanding customer needs, building trust, and creating lasting value. 

While this selling technique may seem straightforward, it’s easier said than done. 

Many sales professionals, managers, and even business leaders can become so focused on immediate results that they neglect the importance of truly understanding themselves and others.

How to create relationships while selling

This is where Insights Discovery comes into play.

By integrating Insights Discovery into the sales process, teams can enhance their relationship-selling efforts. 

This tool helps sales professionals understand their own communication styles, as well as those of their customers, using a simple, memorable colour-coded system: Fiery Red, Sunshine Yellow, Earth Green, and Cool Blue. 

Here’s how it works:

1. Self-Awareness: Salespeople gain insight into their own strengths, weaknesses, and communication preferences, enabling them to adapt their approach to better suit customer needs.
2. Customer Understanding: Recognising the personality types of customers allows sales professionals to tailor interactions, leading to more effective and genuine communication.
3. Tailored Interactions: By applying these insights, sales teams can develop customised strategies for each customer, enhancing connection and trust.
4. Common Language: Insights Discovery provides a shared framework for discussing preferences and styles, which leads to clearer, more productive conversations.

The outcome?

Relationship selling is not just a sales tactic; it’s a long-term strategy that then creates trust, loyalty, and repeat business.