𝗖𝗿𝗲𝗮𝘁𝗶𝗻𝗴 𝗠𝘂𝘁𝘂𝗮𝗹 𝗩𝗮𝗹𝘂𝗲 𝗶𝗻 𝗦𝗮𝗹𝗲𝘀
Updated: Feb 25
While you may be amazing at developing products or leading people, you may struggle to unlock sales.
The key to success is to recognize your level of proficiency and then to determine what you need to improve or supplement.
You can view sales not only a means to growing your business, but also as a gate to open opportunities for your customers. In other words, help customers grow by finding mutual value. Let’s unlock how to create positive and reciprocal relationships.
Breaking Down the Sales Relationship
Understand Yourself. Embrace your vision and values. Your vision dictates where your passion will lead. Your values create guardrails.
Your genuine enthusiasm to help customers solve problems will build trust as they want to join your journey.
Know Your Customers. Dig into the customers’ problems. The people who are making decisions may present certain stated objectives while holding deep desires, fears, and hopes.
Ask meaningful questions such as, “What’s your biggest fear in the next couple of quarters?” to understand them better.
Add Value. Explain how working with you will make their lives better based on your expertise and awareness of their needs. Collaborate to explore and discover useful solutions before proposing your offerings.
Even if that means walking away for now, the customer will respect your approach and may come back later (or refer others).
“If you want to make money, you have to
help someone else make money.”
– Russell Simmons
Seek Feedback. Understand how customers perceive your offerings after the deal closes.
You may quantify your engagement with ratings e.g. through customer satisfaction surveys. However, also ask open questions like “What can we do better?” or “What new functionality would you like to see next?”
This approach provides useful business insights into your customer and opportunities for upselling and cross selling.
Key Takeaway: View sales as forming meaningful relationships to increase opportunities for customer referrals, upsells, and retention.
Picture from cocoparisienne who can be found here: https://bit.ly/3z4u5G3
𝗦𝗰𝗮𝗹𝗲: 𝗥𝗲𝗮𝗰𝗵 𝗬𝗼𝘂𝗿 𝗣𝗲𝗮𝗸 is a book with over 130 independent topics across 500 pages including leadership, growth, sales, marketing, operations, finance, and teams. Each topic takes five minutes to gain invaluable insights, best methods, and practical options.