In this Expert Insight Interview, Larry Kaufman discusses creating sales results without selling. Larry Kaufman is a best-selling author of The NCG Factor, ang has been a global virtual and live keynote speaker on LinkedIn networking, sales leadership, etc.
This Expert Insight Interview discusses:
- Why it is important to build relationships rather than simply selling
- The value behind getting to know a prospect
- The advantages social media provides to salespeople
If you sell too hard, your prospects will notice. Therefore, you need to develop and cultivate relationships to create sales results without selling. In fact, these sales results are more likely to stick and help you develop long-term relationships and repeat sales with your respective client.
Nowadays people have become more sophisticated, and in some ways more defensive. When you try to engage with a prospect their defense mechanism is up very quickly, so the way that you approach them is critical. This is where Larry Kaufman’s approach of creating sales results without selling really shines.
It is very easy for salespeople to “show up and throw up,” focusing on their own side of the conversation and speaking ad nauseum. It is really important not to do this, especially today. Salespeople need to try and get to know the person they are speaking with, not only personally, but professionally as well.
We often can’t wait to get to the business, but when you make the effort to get to know the person that you’re talking to you can achieve a great connection and build towards significant professional results as well.
Doing the Homework
Back in the day, there was no opportunity to look at a prospect’s LinkedIn or Facebook page, and you had to go to every business meeting with a new person “blind.” Nowadays, we have this incredible resource at our fingertips, allowing us to learn a few things about our prospects before we even officially meet them.
If a salesperson is prepared to do their homework and talk about the person they’re meeting, asking intelligent, insightful questions, they can establish a strong personal connection from the very start. Getting to know a person personally as well as professionally, allows you learn more about their personality and ask deeper, more thought provoking questions, instead of simply focusing on business.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.