It’s not just to know, like, and trust…
It’s to know, like, trust, AND create value for someone in a sales environment.
In Episode 7, Anthony Iannarino chats with Gina and Rachel about this and a handful of other fascinating topics including how to make cold-calling feel like a necessity rather than a pain in the rear.
Anthony Iannarino is a highly respected international speaker, bestselling author, entrepreneur, and sales leader specializing in the complex business-to-business (B2B) sale. He is also a founder and managing partner of two closely-held, family-owned businesses in the staffing industry, leading both entities in strategic planning while growing sales. Anthony is best known for his work at The Sales Blog, which has helped him gain recognition as a top thought leader in sales strategy. He is also the designer of Level 4 Value Creation™ and Building Consensus, methodologies that help sales organizations achieve transformational, breakthrough results.
Once you have initiated a relationship with someone you want to do business with (know), established rapport (like), performed as expected (trust), and perhaps even over-delivered and in turn created value, any transactions thereafter will be much easier. When the other person feels that you care, they will start to care right back. As a result, the next idea or opportunity you can bring to them will flow much smoother.
Online automation makes transactions easier. Consumers are getting savvier. They like point-and-click simplicity. So, how can you become the essential, trusted advisor in your industry?
To be a trusted advisor, you need 2 things:
- You need trust.
- You need advice.
If you can’t provide good, solid advice, you are missing an important component in becoming “super-relational.” The scary part is that if you cannot become this super-relational type of service provider in your industry, you will likely be replaced or “transacted” by some sort of automation.
So, how do you do that?
Listen to Episode 7 to find out! And, if you HATE the idea of making cold calls, let Anthony Iannarino remove the stigma and make you a fan of the cold call.
Pick up Anthony’s book called Eat Their Lunch for more on how to win clients and customers who are already being serviced by your competition.