143 In Sales, Building Relationships Is Imperative (w/ Andy Paul)
“The bottomline is that sales has always been a very human thing. And if you try to automate everything and lose that personal touch in your sales process, then you’re going to lose out.”
Andy Paul has been in B2B sales for over 40 years. He’s sold everything from computers to SMBs, to complex communications systems to the world’s largest enterprises. He’s been responsible for hundreds of millions of dollars in new business, and now he teaches ambitious salespeople, sales teams, and companies how to grow their revenue.
In this episode, we talk about:
How to build relationships in business and in sales
Factors that influence a consumer’s buying decision
New ways of ‘re-humanizing’ things
Training people to be more personal with their sales approach
Setting intentions and value propositions before meeting with clients
To learn more, listen to the full episode!
Building Relationships Is Imperative
There’s a developing mythology that sales has fundamentally changed, and that your buyers don’t have time for you, that everything has to be done fast at a superficial level, and that’s just not true.
Sales is still a human business. It’s you connecting with another person at some level. We may not be doing it face to face like we used to, but it’s the same imperative.
A Consumer’s Buying Pattern
Buyers are still making emotional, intuitive decisions to buy from you. People make emotional decisions and then justify them with logic. That hasn’t changed. The fact that people can access more information nowadays makes the task of building relationships with consumers even more important, to help them make sense of all the information they have gathered.
The bottomline is that sales has always been a very human thing. And if you try to automate everything and lose that personal touch in your sales process, then you’re going to lose out.
Sales is a Collaborative Work
This idea of work being more collaborative is certainly true in sales. You’re not really selling these days, it’s more about managing collaborations. Any work that you do within a corporation is team-based, and so what you really need to focus on is how to teach people how to build relationships.
Want more? Listen to the FULL episode below:
