Sales 2.0: A New Form of Relationship Selling

By David Thompson

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Don't get me wrong; selling is fundamentally about relationships and in certain cases nothing can replace a good face-to-face meeting. But with Sales 2.0, a lot of selling can occur over the Web, over the phone and in the office, which can make relationship selling more efficient, measurable, and cost-effective than ever before.

With Sales 2.0 you raise the quality of the types of engagements you have with your prospects and customers -- anytime, anywhere. If a customer or prospect is able to visit your Web site outside of business hours, you still need to know about it and know what they were looking at -- for no other reason than to serve them better and in a timely fashion.

Instead of using traditional sales methodologies where customers are informed of certain value propositions over a regimented series of steps, Sales 2.0 is about adapting to the customers' buying behaviors and helping them when they need it. The new form of relationships selling isn't about selling anymore, it's about helping the customer buy.

© 2008 David Thompson
CEO, Genius.com
PHS-062-005358

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