In this episode of Sales [UN]Training, host Kelly Riggs discusses how to "play the long game" in sales relationships, a crucial yet often neglected aspect of effective selling. Kelly emphasizes the importance of nurturing long-term relationships with potential clients, even when immediate sales are not on the horizon. He challenges the traditional notions of relationship-building in sales, urging salespeople to move beyond superficial interactions and instead focus on consistently providing value and authenticity. Kelly illustrates how real relationships, built on trust and consistent, meaningful engagement, can position salespeople at the forefront when opportunities arise, rather than scrambling to catch up after an RFP is released.

Kelly also stresses the importance of training sales teams to understand and implement these long-term strategies. He debunks common myths about relationships in sales, pointing out that rapport alone doesn't equal a relationship, and that authenticity is key to earning trust and business over time. Kelly closes the episode by encouraging sales leaders to rethink their approach to training, ensuring their teams are equipped to play the long game effectively. Whether you're a seasoned sales professional or just starting, this episode offers valuable insights into the art of strategic, relationship-driven selling.

Show Notes

How do you nurture long-term opportunities?

Misconceptions about relationships in sales; true relationships go beyond superficial interactions.

Importance of having real relationships before opportunities arise.

Distinguishing between rapport and real relationships

Consistency as the foundation of trust and relationships

The importance of being both visible and valuable in every interaction.

Practical advice on how to build value over time in sales calls.

The necessity of balancing short-term and long-term sales strategies.

The real role of relationships in sales 

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Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales. 

Get more Kelly: www.BizLockerRoom.com. 

Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019. 

Music and Editing by Pod About It Productions @dougbranson