What is the best way to balance relationship building and closing sales?

In my sales journey, I've discovered that authenticity is the key to balance building relationships and closing sales. People buy from people they trust. Start with genuine conversations, understand their needs and let the relationship naturally evolve. When you've built that trust, closing becomes a collaborative process. It's not just about selling, it's about solving. Remember that relationships are the heart of sales. So, nurture them, and watch your deals flourish.

First of all, understand that every prospect has a different timeline. Ask them directly about their process and when they would like to discuss further steps. But before that: - Track how prospects interact with your content. - Before making an ask, ensure you have provided value. - Pay attention to the language and cues prospects use. For example, ask specific questions about your product or service or mention a problem you can solve, they may be ready to move forward.

3 simple phases to keep in mind 1 discovery... here either from corporate through seo on LinkedIn or advertising, or from character profiles. Here there is no approach to close a sale. 2 consideration. We must show our unique value proposition. The strength of execution through success hulls. 3 closing. If and only if the two previous phases are developed, we can address the meeting request for the potential client to give us information to offer.

Research. Ask the right questions to understand your buyer's journey. Uncover all the issues and opportunities that matter most to them. After doing that, use AI to dig deeper and learn more about the issues and opportunities. Then you can validate with clients. This research will help you create content, proposals, and programs for your customers.

Balancing relationship building and closing sales is essential for a successful business. To achieve this balance, you need a deep understanding of your buyer's journey. Here's a guide on how to know your buyer's journey with a focus on maintaining a healthy balance between relationship building and closing sales: Create Detailed Buyer Personas: Develop detailed buyer personas that include information about your target audience's goals, challenges, preferences, and decision-making criteria. This will help you tailor your approach to different segments of your audience. Map Out the Buyer's Journey: Create a comprehensive map of your buyer's journey, including the awareness, consideration, and decision stages.

Listening is probably the most underrated skill in the leadership tool box - and probably, the most important. Most of us have been trained on speaking and presenting, but rarely have we been trained on effective listening skills. Listen with the intent to understand. Listen with the intent to learn. And ask engaging questions, "can you tell me more about that?' "Can you help me understand..." I am a work in progress on this subject, but if you practice this leadership skill on a regular basis, you can get better and better at listening to others, and as you do you will experience a deeper level of engagement.

Una de las mejores maneras de escuchar y participar es creando listas en Sales Navigator y crear una rutina de interacción con tus potenciales clientes.

Listening and engaging effectively are critical components of balancing relationship building and closing sales. Here's a guide on how to listen and engage to achieve this balance: Listening: Customer Surveys: Conduct regular surveys to gather feedback on your products, services, and overall customer experience. Use open-ended questions to encourage detailed responses. Social Media Monitoring: Monitor social media channels for mentions of your brand, industry, and competitors. Pay attention to what customers are saying, then engage. Engaging: Personalized Communication: Tailor your communication to individual customers. Use their names, reference past interactions, and provide personalized recommendations based on their preferences.

Hoy por hoy existen varias herramientas de escucha activa donde podemos tener información en tiempo real de nuestros clientes y generar una interacción Sales Navigator, nos da alertas de incorporaciones de empleados que ha hecho una empresa, noticias de la misma y hasta publicaciones de sus directivos y resto del equipo Lo relevante aquí es poder configurarlas en relación a las necesidades de interacción de nuestro proceso de ventas y teniendo en cuenta como compra nuestro cliente y que interlocutores participan en ese proceso

La mejor forma de obtener respuestas en la mensajería de Linkedin, es interesarse por la situación de nuestros clientes, elaborando preguntas inteligentes y que den lugar a que nuestro cliente pueda ver su realidad desde diferentes ángulos Estas conversaciones de calidad, son agradecidas por nuestro interlocutor, donde muchas veces el premio es obtener respuestas y la apertura de oportunidades

Asking open-ended questions is a powerful communication technique that can help you balance relationship building and closing sales. Open-ended questions encourage meaningful conversation, provide valuable insights, and allow you to better understand your customer's needs. Here's a guide on how to ask open-ended questions in a way that contributes to both relationship building and sales: 1. Start with Icebreakers: Begin the conversation with light, open-ended questions to build rapport. For example: "Tell me a bit about your experience with [industry/product/service]." "What inspired you to explore [specific product or solution]?" 2. Understand Goals and Challenges: Dive into your customer's goals and challenges to tailor your approach.

You discover better opportunities if you think "big picture." Be sure to ask open-ended strategic questions that uncover potential value for your buyer. Find out the WHY of things. Dig for the long-term implications. Uncover what they might miss if they don't do something. Asking great questions will put you at a real competitive advantage.

Consistency is key here. If you show up regularly in your prospect’s news feed adding value by sharing your insights then you will become more memorable. Very few B2B clients will be in a position to buy now, but by turning up consistently you will be ‘front of mind’ so when the buying need occurs you’ll be the first person they think of!

Being a trusted advisor versus sales person is key. The sales team that always says “yes” isn’t adding true value. Your prospect wants honesty and to operate under industry best practices - not for you to be agreeable every time. If the answer is no, be truthful, state why and build a plan to reach their desired outcome.

Do you accept an RFP as it comes or do you dare to challenge customers views? True value does not come from with ”customer is always right” attitude but by bringing your expertise on the table. The same goes for social selling. If your customer/prospect posts something you do not agree on, be bold enough to disagree. Opening the mind of your customer to new possibilities is where you differentiate yourself from the yes-men.

Creo que el valor enfocado a un cliente consiste en dar una perspectiva de nuestra solución desde un punto de vista único, citando ejemplos reales y también mostrándonos vulnerables de cara al cliente Creo que la visibilidad en Linkedin para mostrar lo "geniales" que somos es solo una parte, pero realmente cuando nos mostramos "vulnerables" y compartimos con los clientes errores que hemos cometido y como los hemos resuelto genera mucha más confianza que estar todo el tiempo publicando sobre lo increíble que es nuestra empresa o solución

Follow-up is the cornerstone of sales success, but you don't want to always just ask for an update about a proposal decision. Try to provide real value. Send a relevant article or make an introduction. Make your follow-up actions meaningful and helpful every time.

Para realizar un correcto proceso de seguimiento es crucial enviar un mensaje de acuerdos tras cada reunión o llamadas, donde se identifiquen las acciones siguientes y se asigne un responsable y una fecha límite para cada acción. El uso adecuado de un buen CRM, puede ser de gran ayuda a la hora de cumplir con esos plazos. Del mismo modo, el CRM y Sales Navigator nos avisarán de las acciones que realice el prospecto (visitar la web, abrir un documento, visitar nuestro perfil...)