Selling involves so much more than pitching, and top-performing sales reps know this. In fact, high performers spend just 7% of their time pitching compared to their more average counterparts. Seasoned sales pros know that the journey toward closing deals encompasses many activities, and they adjust their approach accordingly.

Sales pitching is necessary to close a deal, but other sales-related activities need to take place to create a long-term, mutually beneficial relationship.

A post on The Center for Sales Strategy blog covers five quality activities you and your team can work on to form more meaningful relationships and build trust. We highlight them in this issue of PromoPro Daily.

  1. Uncover prospects’ real needs. The post quotes Charles F. Kettering: “A problem well stated is a problem half solved.” Your prospects might not fully understand what they need or what they hope to accomplish. You can help them by conducting a needs analysis. Before you can articulate their problems, you must first understand them.

  2. Perform in-depth research. Don’t just do a quick scroll through their company’s website. Look deeper into what’s happening in their industry. Do you have any competitive insights, or do any consumer trends stand out? The post says that taking time to conduct and present research is often forgotten in today’s fast-paced world of sales.

  3. Follow up. Make sure you don’t disappear after your initial outreach with prospects. Stay visible by sending them an email or calling them to follow up on your last conversation. According to the post, you shouldn’t let out of sight mean out of mind.

  4. Embrace social media. Many promo pros understand the importance of being active on social media. The post says that connecting with current and prospective clients on social channels can provide valuable information on what matters to them through their likes and comments.

  5. Show gratitude. Everyone wants to feel appreciated, so set aside time to thank clients for their business. From a quick email to a surprise promo gift, a small gesture can go a long way to building meaningful relationships.

Pitching is undoubtedly a crucial part of the sales process, but it’s not the only valuable way you can spend your time. By prioritizing other activities, like researching and engaging on social media, you can establish yourself as a trusted promo resource and drive results.

Compiled by Audrey Sellers
Source: The Center for Sales Strategy blog. The Center for Sales Strategy is a sales performance improvement company.