Strong sales relationships are built on trust

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At the end of the day, a strong sales relationship is built on trusting someone is trustworthy. It's the bond between the two parties and all that's needed for a symbiotic relationship. You can trust them and they can trust you. So what makes filling your sales pipeline so difficult? If any of you are my age, you probably looked for prospects through the Yellow Pages or marketing lists that provide little to no background information about a company.


It should be a lot easier these days. Salespeople have access jamaica telegram data to amazing technology, websites, LinkedIn, direct messaging, and the ability to follow prospects on multiple social media channels.

You can Google potential customers or use AI tools like ChatGPT, Gemini, and C0-Pilot to get important information to help you write a compelling message. AI can even help you structure that message.

Finding potential customers is easier than ever. So why are these sales funnels so empty?

The reasons why sales are ineffective and inconsistent have not changed in 50 years. The problem is not with the sales tools, but with the salesperson’s mindset and skills. Here are three factors worth reviewing:

discipline

I often refer to discipline as delayed gratification. It’s the ability to put in the work before you get the payoff. The prospecting step in your sales process is all about delayed gratification. You must:



Put in the work of calendar blocking. This means proactively marking time on your calendar to contact prospects, existing clients, and potential referral partners. It’s the age-old “plan your work and work to your plan” approach. It’s not a new concept, but most salespeople aren’t very good at this basic time management principle.