Ep. 051 – The “Always Be Aligning” Approach To Sales

IMG_2523Sales 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

  1. Create an alignment statement
  2. Qualify by confirming interests
  3. Continually disqualify confidently

• Benefits of spending less time chasing after a bad deal

• Sign off, and next episode preview

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