When you put the needs of the customer first, relationships are won.
True salespeople commit to prioritizing people first, always. Businesses are run by people. Relationships based on empathy, understanding, and goal alignment will always find success.
Value is determined by the buyer. The sales teams that grow are the ones who understand the client’s wants, desires, and needs by making every interaction worthwhile.
Rules for Engagement:
Rule # 1: Make Every Interaction Beneficial – Deliver Extreme Value (insights & proof)
Rule # 2: Show Empathy Through Curiosity (understanding & goal alignment)
Rule # 3: Proactively & Collaboratively Solve Real Problems (expertise & execution)
Valued sales reps don’t waste the customers time. Wasting time is a choice.
Common theme: Empathy will win relationships. With enough understanding, the best sales reps create measurable positive change, that always will win sales.
Customers want to Improve – the best sales teams show them how.
Most companies do this wrong. They talk about themselves. They want to be “seen” as experts rather than provide expertise. The best companies don’t talk about themselves. They turn their users into heroes, over and over again. The best companies create a unified mission. The best companies paint a vision of the future and invite others to join them.
Humans care about themselves. They care about their own problems. Every person needs to be listened to. Every person needs to be understood. The best sales teams help the customer look good.
Top performers create connection based on mutual understanding, and sales always continue to rise for them. Connection solidifies purpose and relationships.
The best sales organizations don’t waste time. They don’t waste the customers time and they don’t waste their own time.
With complex B2B sales, there are lots of people to listen to and lots of needs to understand. Major enterprise sales have lots of complexity to simplify and lots of value propositions to explain.
The top producing sales reps work hard to find the quickest path to solving real problems. They understand the business and they understand the customer. They understand the product and they collaborate to drive new processes that change behavior.
The secret to more sales is delivering more innovation and insight. This can only be done by putting people first.
The more we give, the more we can help. This is what they best sales teams do. This is what the companies we all want to work with do. They give more than the others. They give more service. They give more results. They give more solutions.
The highest performing sales reps always give the most. They deliver the most. They help the most.
This method serves everyone, everywhere.