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Sales doesn’t have to be the high-pressure, trust-destroying experience from the “ABCs of Sales” scene in Glengarry Glen Ross. Not only is it a terrible approach for building a long-term, sustainable relationship with your customers, it’s also not very effective in day-to-day sales.
In today’s episode, host Tom Ryan explores a more cooperative sales philosophy he calls “Always Be Aligning.” It’s a disqualification-focused approach that favors strong, mutually beneficial connections with customers over simply getting them to sign on the dotted line. As always, Tom is joined by co-host and fellow podcaster Jason Pyles.
• Intro and recap of the “ABCs of Sales” episode
• “Always Be Aligning” approach to sales
• Changing the sales dynamic to be less adversarial
• Core benefits to the Alignment approach
- Clearly states your intentions
- Demystifies the process
- Builds trust
- Easier disqualification
- Huge differentiator from your competition
• Three easy steps for the Alignment process
- Create an alignment statement
- Qualify by confirming interests
- Continually disqualify confidently
• Benefits of spending less time chasing after a bad deal
• Sign off, and next episode preview
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