If you have a product that you sell, are in the sales profession, or are thinking about starting or expanding a business, then this technique is for you. Hard selling can be an exhausting process, but too many sales people still do it. Learn a different way to close more with less selling. Read on to find out more.

I don't know about you, but I put much more stock into the opinions of m friends versus the opinions of the sales people that I interact with. A friend does not operate on a commission, they just give you a suggestion because they want to help you. You trust the friend, so you end up trusting their recommendation. The salesperson, on the other hand, creates a negative tension in the air. The customer can feel at any moment that they are going to be taken advantage of, so they are always on the defense.

Well, you want to be on the side of the friend. That is the technique in a nutshell. If you can establish a relationship with your customer to the point where they are a friend of yours, you will be able to simply make suggestions for products or services that you think would benefit them. Clearly you won't be invited over to Christmas dinner any time soon, but you are slowly developing a lasting relationship. It is not unheard of for a customer to have a relationship with a sales person for more than 10 years. Customers want to work with someone they can trust, they want to work with a person that will put their interests first before their own. That is the attitude that you need to take when using this method.

Relationship building is not a gimmick. There is another person on the other end of the line. The customer becomes more than a dollar sign, more than a commission, and more than a number. You have to truly believe that the customer's interests are more important than your own, or you won't be able to create these lasting relationships. The whole process will just seem phoney. However, if you can put yourself in the shoes of the customer, they will bring you into their lives and accept the suggestions that you have to make their lives better.

Once you get to this relationship status, there is no more selling involved. You will phone, email, write the customer and explain your new idea to them, showing how it will improve their lives or solve one of their problems. If they trust you, you will close almost every time.