We Aren’t In Sales Anymore

I have to admit, I didn’t anticipate a career in sales, but here I am 16 years later still reaching out to people with our products and services. I have seen a lot of trends and changes occur in sales; some focusing on the latest technology, some focusing on smaller budgets, but the one that seems to be sticking around is the idea we aren’t really in sales anymore. We are in the business of building relationships. The Austin Business Journal recently published an article by Ken Cook speaking to the relationship-building part of sales.

In the article, Cook uses an example of what the relationship model looks like. “Going forward let’s elevate the focus on relationships. In these (weekly sales review) meetings let’s share with the group how you’re doing with your client relationships. Specifically, who are you working with? Tell us about the person. How strong are your relationships? What can be done to improve them? How strong is the trust with each client?” These are all great questions you can put into practice today.

Cook also offers some sound advice about why this shift is necessary. “Think about customers in terms of the relationship with them. Think about them as people, and deal with them as such. Bonds will form and trust will develop. In that environment, the opportunity for business grows.” This isn’t a simple task for everyone, me included. The bottom line is always at the forefront of a salesperson’s brain, and this relationship approach moves that dollar-driven focus aside, making room for relationships that reap even greater monetary rewards. Sure, it will take time to develop your relationship-building skills, but start today, practice it everyday, and prosper!

— Chellie Thompson, Cofounder, Monarch Media & Consulting, Inc.