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Wanting to be a better salesperson does not make you:
We all know that No sales = No business. Fostering strong relationships will absolutely grow your business, but NOT if you altogether avoid sales. My last post was about how relationship building is more important than a quick sale, but NOT an effort to label sales as bad. If you can’t or won’t sell yourself and your business, you’ll end up with a lot of friends, you’ll give away a ton of free value, but you won’t be able to pay your bills. I like to think of sales like food. We need it to survive. It’s not inherently bad or good. Almost all of us have a complicated relationship with it. Some food we eat a lot, some we only eat once in a while or on special occasions. It can taste delicious and makes you feel instant gratification. You look forward to it, savour it, and when it’s over, you can’t stop yourself from wondering when you’ll have it again. Or, it can taste terrible, leave you with a stomach ache and feeling sick. Sales aren’t bad. Selling isn’t bad. It’s an essential component of building a healthy, balanced business. ;-) So why do sales feel so icky sometimes? Because we don’t know if the person selling us cares beyond the sale. Relationship focused business is NOT about avoiding sales. It’s about fostering strong relationships, seeing the human behind the sale, and creating a safe, trusting and open space where sales happen naturally without the icky feeling. When you care about the person behind the sale, you care beyond a yes or a no. You want to help, offer your services, and see them succeed. But you also see and nurture the strength and resilience in the other person, knowing that your relationship is essential regardless of the sale.
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Relationships > Sales.
There I said it. Yes, to run any sort of a successful business you need sales. Although fast or immediate sales sound like a dream - they often come at the cost of establishing any consumer trust or brand loyalty. Relationship-building sounds tedious and time-consuming, but the truth is - business is about the long game. One sale today is not more important than:
All relationships are different. Sometimes we connect instantly and know we’re a guacamole and salty tortilla chip kinda match. Sometimes they take time and need a lot of nurturing and growth. Sometimes they just don’t work. Welcome back to being human. Business is about serving humans, not selling humans. When we come from a place of service and focus on relationships instead of sales, we get benefits far beyond a sale today.
So how do you start building relationships and honouring the human behind the screen? Listen. Care. Serve. Can I get an amen?
Learn the process a buyer goes through as they move from being an unaware prospect to a loyal, returning customer. This training gives you specific actions you can take to ensure you are meeting your buyer in each stage of this process with exactly what they need.
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