Sales: A Two Way Process

From aggressive cold calling to forging meaningful connections, the world of sales has evolved significantly over recent years. In this blog, our resident Sales Development Representative, Jamie Tyrrell, shares his insights into the dynamic relationship sales professionals and their prospects need to forge to build lasting partnerships and successful outcomes…

Despite historically being burdened with unflattering connotations, Sales has evolved significantly in recent years. Gone are the days of incessant cold calls, the "ring the deal bell" mentality from movies like "The Wolf of Wall Street," and the relentless pursuit of always closing the deal.

Today, sales is not just about what you say to someone; it's a dynamic process that revolves around what they say and how you can genuinely help them.

As a digital transformation agency, Karman Digital understands the limitations that resources can sometimes create. From staffing to time constraints, every agency’s capacity to work with clients is finite in one way or another. Therefore, it is in our best interest to be selective in the businesses we choose to support. Similarly, it is in the best interest of our clients to engage in a similar process when selecting who to work with.

When engaging with a marketing or digital agency, it is crucial to ensure that you are getting the best value for your money. How can you expect this without speaking to multiple agencies and understanding how they can assist you? In sales, the objective is to find a business that aligns with our values and to which we can bring the most value. Who can we create a standout experience for? Who can we genuinely help?

The sales process begins with an inquisitive discovery call. Ask. Ask. Ask. 

Sales is not about commanding; it's about asking questions. You need to gain a comprehensive understanding of the challenges faced by the prospect. Listen attentively to what they're telling you and decipher the underlying meaning. For example, when a prospect says, "We just want a website that looks nice," they may be conveying that they haven't given much thought to the functionality of a website beyond aesthetics. Similarly, if they say, "We want more leads but don't want to increase spending," it's essential to determine if they are seeking a cost-effective solution or a magical fix.

During the discovery stage, salespeople act as sounding boards and pillars of knowledge and advice. It is crucial to find clients who respect and value this guidance. Trust plays a fundamental role in the sales process. 

In 2023, even if you possess exceptional closing skills, building trust in your knowledge is essential to progressing further. Trust is cultivated by asking thoughtful questions and striving to understand the challenges and impacts faced by the client. Delve into questions like, "What would happen if you don't build a new website?" or "What are the consequences of not being able to increase leads without increasing costs?" Understanding the consequences is key to providing meaningful solutions in sales, and it is vital to respect the client's concerns and objectives.

In the modern sales landscape, human connection has become more crucial than ever. 

People buy from people, and they often buy from their friends. But friendship extends beyond merely sharing a laugh or going to the pub together; it involves respecting one another and valuing each other's opinions and values. We strive to have meaningful conversations with our clients about their businesses and strategies, aiming to make a significant difference in their lives.

Overall, sales has transformed into a two-way process, with a focus on understanding client needs, building trust, and forging meaningful connections. By embracing this approach, sales professionals can create mutually beneficial relationships and foster long-term success for both themselves and their clients.

 

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