Selling happens in relationship.
Lately we’ve been talking about this concept a lot. For people who aren’t used to selling or persuading others, when they think about what’s required to sell someone a product or an idea, they tend to overestimate the value of techniques such as a perfectly worded email or an amazing social campaign. While these methods are all well and good, nobody’s buying anything unless they have some sort of a trusting relationship with you.
At the top of the sales funnel, 95% of the work is about getting to a place of conversation and relationship with someone else.
Perhaps below a certain cost threshold (think about a $10 grocery item or something like that) relationships aren’t as important, but even when buying a pair of running shoes you probably look at Internet reviews or talk to the salesperson and take advice from others on what to buy. Those are relationships.
Back in the day in enterprise software sales, people used to poo-poo “Relationship Sales” as being really old-fashioned. The phrase conjured an image of an enormous Rolodex and returning to the same people for everything. That’s not what we mean here. You can’t understand what someone needs and can’t have an appreciation of their pain points without first building a relationship.
When salespeople are really nervous about taking a first step, we always advise them to remember that people are people. We all have needs and have solutions to offer, and the crux of the selling process is sorting through those things with another person in real time.
To make any sale, there must be:
- Relationship
- Conversation
- Connection
- Trustworthiness
This is hugely important to keep in mind in any business enterprise, not just for salespeople with a quota. You won’t know if you’re good for a career option until you talk to someone about it.
As recruiters, that’s what we do every day. We talk to companies and people about their needs and wants and make the best match possible for both. We would love to begin a relationship with you! Give us a call at 877-HIRE-EDU to see how we can help you or your company.
More Resources
We get it, interviews can be stressful. They are your main chance to determine if you are a fit for the job. While there are lots of things you should [...]
“The only constant in life is change” -Heraclitus No matter where you are in a company, your career there is unpredictable. Call to mind 10 different decision-makers at your place [...]
Interview prep is not just for candidates! In today’s market, hiring managers must consider how they will attract and secure their ideal candidates as much as candidates need to think [...]
