When discussing sales operations with our customers, the team at ReadyMode carries a philosophy that we believe is universally accepted throughout all successful sales teams: building relationships.
Outbound sales can become repetitive, dry, and cold. This is something that happens whether you are selling a product, solution, and/or service. We see this in tech where many sales (especially subscription sales) are very transactional in nature.
However, the root of any successful sale starts with a conversation that leads to a great relationship.
What are Relationships in Sales, and Why Does it Matter?
The relationship term can be defined as:
A selling is a technique in which a sales rep prioritizes their connection with the customer over all other aspects of the sale. They develop trust — usually, by adding value and spending a lot of time with prospects — before attempting to close.
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When using the telephone to reach prospects, the goal is to build a foundation for a relationship that turns an opportunity into a customer. The relationship itself is a result of how a salesperson utilizes their outbound dialing practices to become successful.
This blog will highlight some of the ways a salesperson can establish a relationship with their customers when outbound dialing with ReadyMode.
Connection Made, Now What?
When outbound dialing and using the telephone to reach your marketplace, we believe that a strong relationship centers around understanding, here are a few ways you can build a relationship through understanding.
Less Talk, More Observation
A good salesperson will carry strong interpersonal skills where they factor in more listening than talking. This is critical when understanding your market - let them establish their needs, wants, and pain points.
So take the time, listen, observe, and establish the framework of understanding as you guide your prospect into a successful customer.
Build A Solution on Understanding
No one likes to feel pressured into a sale in terms of depth and pace when it comes to what is being offered. Use your opportunity to frame up the initial steps of how you will be able to help them.
From the relationship perspective, you are ensuring that they feel heard and understood.
Transparency
Trust, truth, and transparency are essential to building the relationship. You’ve heard: Underpromise, Overdeliver. So when you are outbound dialing, make sure that you are not promising the impossible. Be transparent with your customers so that you can work with them on building out the right solution.
This honesty will lead to trust. Once established, it is often difficult to break this relationship as time goes on - continue to serve honestly and success will grow.
Always There, Always Ready
We often discuss with customers about the products and solutions we offer. However, what often comes up outside of that is our service.
Customers rely heavily on service, as much as they do on the product itself. As a salesperson ensure that you are consistent with your value during the sale, onboarding, and medium to long term of the relationship.
This level of commitment will not go unnoticed and it will contribute immensely to the success of your relationship.
Beyond The Sale
This blog has highlighted a few key areas that ReadyMod believes are critical to establishing a successful relationship when it comes to outbound dialing.
Decision moments that determine a sale can be quick, but the enduring qualities that define a relationship are not. Be there, listen, and just be real - sales can be complicated but it does not have to be.
So when you pick up the phone, remember to have a conversation and truly understand what is needed so that you can guide, educate, and offer what customers really want.
Contact our team to try ReadyMode today.
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