Relationships Matter More Than Sales Pitches [Proof]

You’ve probably heard it over and over: sales is about relationships, get your customers to trust you. If you’re at a junior level you probably think it’s fugazi.

You’re working less with relationships and more transactions and volume. Besides, you’ll sell to these accounts and move on with your life in a year.

Not so fast.

The higher up you go, the more important it is that you’re forming relationships with customers. In some cases you’ll be handling a handful of enterprise accounts which means whatever your customers think of you will determine the trajectory of your career. 

But how do you turn this into sales? We’re glad you asked. Hold on to your sales pitch.

Right now we’re talking relationships in sales.

“Your Network is Your Networth”

CEO of Exo Mindset, Eduardo Coll has said he’s thrown out traditional sales pitches in favor of “relationships and networks”. Exo Mindset is a Full Stack Software Development company with 90+ developers and clients in more than 10 countries.

Instead of spending the earliest days of his business trying to conjure prospects out of thin air, Coll and his partners pooled their immediate business contacts within the industry for lead generation.

Coll takes on salespersons and introduces them to the networks of C-suite executives. If the employees are technically sound, they are then trained in sales and sent out to (essentially) socialize with the prospects within these networks.

Coll says he encourages his employees to also look into their own networks and leverage the connections they’ve made there. This has empowered the sales component of his business.

Solutions, Not “Sales”

While your conversations with prospects shouldn’t entail you yelling “BUY BUY BUY”, the point is you’re still a salesperson.

Your interactions with prospects should revolve around discovering and solving problems. Use conversation to explore potential issues with no attachment to the outcome. 

One of Eduardo’s most powerful tips revolves around not believing technology can solve all the client's problems.

Instead, through conversation, he helps them discover the most significant problem and then starts working from there.

Especially if solving that problem would have the biggest, most positive impact on the company. 

Sales Q&A

Building Relationships [in Sales]. Is it Bogus?

Read more here.

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