Ep. 052 – The Alignment-Based Sales Approach

SIB-Blog-2How exactly does the “Always Be Aligning” approach to sales work? In this episode, host Tom Ryan explains the three fundamental building blocks of alignment-based sales, from creating a strong alignment statement and confirming interests to qualifying leads and learning when to pull the plug.

Not only can this technique build more sustainable and long-term relationships with customers, it also prevents the unnatural and high-pressure conversations of traditional methods. As always, Tom is joined by co-host and fellow podcaster Jason Pyles.

• Intro and recap of the “Always Be Aligning” episode

• Overview of the three steps for an Alignment-based sales process

• Step 1. Creating an alignment statement:

  • Your best guess about why customers would want to buy from you.
  • Used in the earliest stages. Seeks confirmation.
  • Real-life example.

• Step 2. Qualify by confirming interests:

  • A natural and more comfortable method to discuss a prospective buyer’s interests.
  • Directly asking them about what they want. “What does success look like for you?”
  • Real-life example.

• Step 3. Continually test and disqualify confidently:

  • Raise concerns quickly, addressing them or moving on.
  • Prevents you wasting a ton of time on non-qualified opportunities.
  • Allows you to tactfully pull the plug if need be.
  • Real-life example.

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