Sales and Leadership Insights

The New ABCs of Sales

Whether it’s on Zoom or in person, in email or on LinkedIn, people want to connect with people they know, like and trust. Seems obvious right?

Yet many people I see aren’t really “connecting” anymore, they’re just flinging information out there, making connection requests, and hoping and praying business comes their way. Sad to say, but hope is not a strategy to build business.

Instead, you can follow the new ABCs. No, not always be closing. If you can show you can solve a real problem, or provide real value or have something customers want, working with you should be obvious.

The new ABCs are:

Always Be Connecting

Always add context around what you are sharing, why you shared it, and what your point of view is on it, or what you hope to get out of the conversation. Maybe you don’t have to go so far as to have a goal setting conversation before every meeting with friends, but you should add why you’re doing what you’re doing, and, when it makes sense, what you hope the next step in the relationship will be.

So before you go link littering your latest blog post, or posting some poll that means nothing to anyone, take the time to think about why you’re doing it. If it’s just to get likes, comments and shares, you’re doing it wrong. Take the time to think about the connection you want to make with those who see it, and what a next conversation step might be, and then share it. And don’t forget to make the time to get off of your timeline, and into the comments section, inbox and voicemail of those you want to work with. Start with their needs, their values, and what they want to get out of their work.

Time to start (or continue) connecting!

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