The Value of Relationships
In sales, as in life, relationships are everything. It's more than just about acquiring customers. It's establishing trust and developing relationships. While many people think of sales as a numbers game, the best salespeople know that success comes from building relationships. But what makes a relationship great?
In today's episode, Rusty Jensen, Ron Halbert, and Tony Glick are joined by Chad Rawlings. With 24 years of experience in sales and networking, Chad has many things to teach and share, particularly building relationships. Today, Chad talks about the foundations of building a great relationship, how he protects and nurtures his relationships across all areas of the sales process, and what the best practices are for a great customer experience.
Enjoy!
In This Episode
00:56 - An overview of Chad's professional career
02:51 - How Chad builds and maintains relationships
05:26 - The number one rule for building great relationships in sales
06:59 - How Chad keeps score with customers
13:08 - How much of Chad's pipeline for a new organization comes from his existing relationships
15:50 - What Chad does to protect his relationship as he gets through the sales, implementation, and service
22:04 - The best practices for providing a great customer experience
Favorite Quotes
01:20 -"One of the things that I always advise people, as we talk to our salespeople and speak to different leaders, is that you can learn from everyone, and you should. As you're interacting with people, as you talk to executives, as you speak to managers, as you talk to peers, and as you talk to people who worked for you, there is always something you can learn from everyone." - Rusty Jensen
03:03 - "Growing up, I had a great father who taught me the value of relationships. And so did my mother. And that translated over into what I do because you learn to care about people." - Chad Rawlings
05:38 - "The number one fundamental to building great relationships when you're selling is to do it right the first time." - Rusty Jensen
07:50 - "About 20 years ago, when I started in sales, I started keeping track ironically of something that I thought was important to me. And that is when you're in it to change people's lives, I don't want to sell you today. I want to help change the life and perpetuate that relationship for as long as possible." - Chad Rawlings
11:08 - "Doing things the right way, not taking shortcuts, and ensuring that people are taken care of will return in multiple more dollar signs." - Ron Halbert
11:33 - "Some of the greatest relationships I've developed over the years have been through hard negotiations. You always run the risk when you do stuff right, losing deals because some of the things that you have to go through to do it right are hard for people to accept." - Tony Glick
14:06 - "If you focus on helping enough people get what they want, the rest takes care of itself." - Chad Rawlings
18:55 - "When you do things right as a salesperson, no matter what you're doing on implementation, it's important that you stay connected. You got to make sure those people know you care." - Chad Rawlings
22:43 - "Whatever tool you're using to implement and onboard somebody, ensure that the customer has full transparency and that you can manage the customer's engagement during the process." - Chad Rawlings
Engage with Chad Rawlings
LinkedIn
Connect with our Hosts
Rusty Jensen on LinkedIn
Ron Halbert on LinkedIn
Tony Glick on LinkedIn
The Sales Prescription on LinkedIn
Listen to more episodes of the Sales Prescription Podcast
Spotify
iTunes
Google Podcast