In this Sales Leadership Roundtable episode of the In The Club by Club Colors, John Morris, Jason Heiss, and Adam Stoczynski delve into the complexities of navigating sales relationships, maintaining consistency, and building lasting partnerships. The discussion covers various aspects, from understanding client core values to adapting to changing market trends, all while emphasizing the importance of being advisors rather than transactional sales representatives.

KEY TAKEAWAYS

• Consistency as a Pillar: The first order merely opens the door; consistency in client relationships involves continuous touchpoints, education, and cross-selling to develop relationships and expand business opportunities.
• Client Education and Adaptability: Clients may have limited perceptions; ongoing education and showcasing unique services/products beyond the initial scope can lead to broader partnerships.
• Advisory Approach vs. Transactional: Establishing lasting relationships involves being an advisor, understanding client needs, and actively suggesting solutions rather than being solely focused on completing transactions.
• Understanding Market Shifts: Companies are shifting focus towards sustainability, core values, and building culture, requiring sales teams to align their offerings with these evolving trends.

QUOTES

• "The first order is just the door opening. Consistency in client relationships is about continuous touchpoints, education, and cross-selling."
• "It creates a big difference being an advisor versus being a transactional rep."
• "Earning the first order only provides you a platform to speak. To move further, you have to continue with touchpoints, education, and cross-selling."

Connect and learn more about Adam Stoczynski and Jason Heiss.

Adam’s LinkedIn: https://www.linkedin.com/in/adamstoczynski/
Jason’s LinkedIn: https://www.linkedin.com/in/jason-heiss-2319a8a/

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Club Colors: https://www.clubcolors.com/