Selling Is Not Closing Customers It s About Opening Relationships
Below is a MRR and PLR article in category Business -> subcategory Sales.
Selling Is About Building Relationships, Not Just Closing Deals
Summary:
Selling is not just about closing deals?"it's about creating opportunities and building lasting relationships.
Keywords: sales, selling skills, rapport, relationships, cold calling, phone prospecting
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A friend of mine, a seasoned sales rep in financial services for 13 years, found himself in a slump. He was struggling to secure appointments, with calls going unreturned and potential clients disinterested.
However, he was confident in his closing skills, claiming he could seal the deal with most prospects he met. So, why was his business stagnating?
This prompted a deeper reflection on his approach. He realized that his focus on closing was overshadowing the essence of sales: opening doors and creating connections. Successful selling involves understanding client needs and providing solutions to improve their lives.
I asked him these questions to uncover his approach:
1. How often do you call to schedule appointments?
2. Do you set specific times for prospecting?
3. Where do you source your leads?
4. How many attempts do you make before moving on?
5. How many new prospects do you contact daily?
6. Do you keep contacting people who consistently aren't interested?
7. What are your sales goals, and what actions must you take daily to achieve them?
He lacked a structured system for finding new clients, largely avoiding prospecting calls. Most of his days were filled with non-sales activities?"emails, paperwork, and internal meetings. By the end of the day, he hadn't reached out to new prospects.
This highlighted a common issue: many talented salespeople plateau because they stop seeking new opportunities. They become complacent, relying on existing clients and neglecting to expand their network.
To overcome this, we shifted his mindset:
1. He embraced the phone as a tool for building relationships, not a chore.
2. We crafted an engaging Elevator Speech to ensure meaningful conversations.
3. He expanded his prospecting efforts through networking and referrals, and he reached out to figures in the news.
Within a month, his business transformed. By opening doors and nurturing new relationships, he reignited his success, proving that selling is truly about forming connections and creating opportunities.
You can find the original non-AI version of this article here: Selling Is Not Closing Customers It s About Opening Relationships.
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