Summary
In this episode, Christopher Windisch discusses the importance of building relationships in B2B sales. He emphasizes that while many sales methodologies focus on qualifying and understanding customer pain points, building relationships is a crucial and difficult skill to master. Christopher introduces the SALT process, which stands for Showing Value, Achieving Value, Listening, and Trust. He explains each step in detail and highlights the significance of trust in the buyer-seller relationship. By following the SALT process, sales professionals can turn relationships into revenue.
Takeaways
- Building relationships is a crucial skill in B2B sales.
- The SALT process (Showing Value, Achieving Value, Listening, and Trust) can guide the relationship-building process.
- Trust is the ultimate goal in the buyer-seller relationship.
- Every touchpoint with the customer should be tailored to the level of the relationship.
Chapters
00:00 Introduction
00:52 The Importance of Relationships in B2B Sales
03:42 The Psychology of Building Relationships
08:03 The SALT Process: Showing Value
09:02 The SALT Process: Achieving Value
10:26 The SALT Process: Listening
25:50 The SALT Process: Trust
31:34 Conclusion
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