All 3 are important and all are Real:
- Relationship – is not parachuting people in to have dinner with a Prospect, it is about building a real relationship
- Pipeline – is not about selling one deal – it is about outlining to the Customer how your product can help them not only address their current business Issue, but other issues in the long
- Customer Success – Focusing on making sure that once they are sold, that the Company you work for will help them be successful with the
How do you execute on each of these:
Relationship: In the era of social networking, real relationships are more important than ever. Buyers want to know that there vendors really care – and not just when there is a deal on the table. Tools such as LinkedIn are just that – tools. You will flounder in the long run unless you are investing in real relationships.
Pipeline: Thinking beyond the deal at hand is essential. Unless you are selling A once in a lifetime product, a smart seller will focus on not just Selling the Now, but making the people you are selling to Customers for the long run. This is not about trying to sell more right now. The focus it is on the big picture and helping the customer understand where you can help them next. Sellers who do this invariably have more success, as they create a Future pipeline as they sell.
Customer Success: The nature of Selling for True Sales professional is not about selling and moving on to the next Prospect. But rather it is about ensuring that each Customer sold is successful using the product they just purchased.
So, what kind of Seller do you Really want to be?
The choice is yours. Despite all of the recent and rapid changes in Selling, it still comes down to these 3 Elements – No Matter WHAT you sell!