Dan Horwich - Relationships First; Selling Second
The more you give to others, the more you help them scale their relationships. And when people feel good that someone's out there to help them, they're going to want to help back. ... They're going to want to hear your story. Dan Horwich or Camp IT Conferences shares his wisdom on the better way to sell.
The focus really has to be on the relationship if a salesperson wants to elevate their game. Salespeople are trained to think inwardly on quotas and closing so need to learn how to think outwardly to embrace their clients' world, both professionally and personally. Dan shares the 5 things that people care about, 4 of which deal with upward mobility which a good salesperson can speak to. Dan's shares his thoughts on how to use networking to build and create relationships.
Show highlights
01:25 Too many view sales as transactional - you have to do more than focus on putting numbers on the board.
05:30 Transitioning between focusing on your relationships with clients and prospects from pushing for the sale.
08:22 Great salespeople are made not born.
10:07 The benefits from taking a relationship-based sales approach.
15:56 How to transition from a transactional to relationship driven sales culture.
20:04 Learn about Dan. Email Dan at dan.horwich@campconferences.com
Email Jay at jay.kingley@centricityb2b.com
Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
