• The Value of Relationships

  • Jul 11 2022
  • Duración: 32 m
  • Podcast

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The Value of Relationships

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  • In sales, as in life, relationships are everything. It's more than just about acquiring customers. It's establishing trust and developing relationships. While many people think of sales as a numbers game, the best salespeople know that success comes from building relationships. But what makes a relationship great?In today's episode, Rusty Jensen, Ron Halbert, and Tony Glick are joined by Chad Rawlings. With 24 years of experience in sales and networking, Chad has many things to teach and share, particularly building relationships. Today, Chad talks about the foundations of building a great relationship, how he protects and nurtures his relationships across all areas of the sales process, and what the best practices are for a great customer experience.Enjoy!In This Episode00:56 - An overview of Chad's professional career02:51 - How Chad builds and maintains relationships05:26 - The number one rule for building great relationships in sales06:59 - How Chad keeps score with customers13:08 - How much of Chad's pipeline for a new organization comes from his existing relationships15:50 - What Chad does to protect his relationship as he gets through the sales, implementation, and service22:04 - The best practices for providing a great customer experienceFavorite Quotes01:20 -"One of the things that I always advise people, as we talk to our salespeople and speak to different leaders, is that you can learn from everyone, and you should. As you're interacting with people, as you talk to executives, as you speak to managers, as you talk to peers, and as you talk to people who worked for you, there is always something you can learn from everyone." - Rusty Jensen03:03 - "Growing up, I had a great father who taught me the value of relationships. And so did my mother. And that translated over into what I do because you learn to care about people." - Chad Rawlings05:38 - "The number one fundamental to building great relationships when you're selling is to do it right the first time." - Rusty Jensen07:50 - "About 20 years ago, when I started in sales, I started keeping track ironically of something that I thought was important to me. And that is when you're in it to change people's lives, I don't want to sell you today. I want to help change the life and perpetuate that relationship for as long as possible." - Chad Rawlings11:08 - "Doing things the right way, not taking shortcuts, and ensuring that people are taken care of will return in multiple more dollar signs." - Ron Halbert11:33 - "Some of the greatest relationships I've developed over the years have been through hard negotiations. You always run the risk when you do stuff right, losing deals because some of the things that you have to go through to do it right are hard for people to accept." - Tony Glick14:06 - "If you focus on helping enough people get what they want, the rest takes care of itself." - Chad Rawlings18:55 - "When you do things right as a salesperson, no matter what you're doing on implementation, it's important that you stay connected. You got to make sure those people know you care." - Chad Rawlings22:43 - "Whatever tool you're using to implement and onboard somebody, ensure that the customer has full transparency and that you can manage the customer's engagement during the process." - Chad RawlingsEngage with Chad RawlingsLinkedInConnect with our HostsRusty Jensen on LinkedInRon Halbert on LinkedInTony Glick on LinkedInThe Sales Prescription on LinkedInListen to more episodes of the Sales Prescription PodcastSpotifyiTunesGoogle Podcast 
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