The next time you face a long sales cycle, don’t approach it as something you have to be in, think of it like a relationship you want to be in. I know it sounds easier said than done, but here’s a truth: For a business to be sustainable, it needs to be relationship-based. And like any relationship, it takes time to nurture and grow into something that’s an even give-and-take.
“It is one of the most beautiful compensations of this life that no man can sincerely try to help another without helping himself.” Ralph Waldo Emerson
When thinking of this quote, it reminds me of an old adage that the more we give, the more we get [This is exactly what my Offer to Serve Methodology is all about. If you have not done so already, please sign up for my complimentary training at www.powerfulsalessolutions.com].
If you create a way to help people within your selling process in an authentic and selfless way, there will be return. Much like my previous post on Negotiating Price, a lot of your success is in selling your value through action and staying relevant in people’s minds.
So here are some good and tangible practices to have…
If you have a long sales cycle, don’t think about the quick wins, that can lead to burnout and unneeded urgency. Pace yourself to a win a month. A win can be something your potential client can implement for the month — a simple answer to a question they have. When you spread out your success with them over a longer period, this inherently presents a new reason for contact. At this rate, you’re helping them every month with another challenge with their business.
When you spread it out over a year, you’ll be at the top of their mind and on the tip of their tongue. And the best part is that while you’re helping them, you have natural opportunities to ask them for referrals.
As you approach this method of the long sales cycle, don’t think of it as persistence, but merely following a process you’ve developed and being consistent and following through on that help you’ve set out to do. With that said, I’ll leave you with one last thought:
When it comes down to it, Who are people going to hire and trust? The person they found on the street? Or the person who’s helped them for the past year.
Daniel Moskowitz is the Chief Mentor at Powerful Sales Solutions in Canada and the founder of The Superhero Sales Academy. As a B2B sales professional for over 15 years, closing over 20 million dollars in deals during that time. He has worked in multiple industries and sectors, with hundreds of clients such as the Royal Bank of Canada, Wrigley’s, Jaguar, Rogers, Sunlife, Revera, BackRack, and Flight Centre. He has had the privilege of earning the trust of some of the smartest owners, sales leaders and marketers of the world's largest brands; while also working with many tech and non-tech start-ups and mid-level regional companies. Daniel is on an epic mission to change the way B2B sales are conducted. With a focus on Daniel’s Offer to Serve Methodology, businesses have a positive way to boost sales, develop amazing client relationships, leave a lasting legacy, and grow. Daniel has set a 10-year goal to teach 100,000 Entrepreneurs to sell with love, integrity and gratitude as his way to affect positive change in the world.