One of the realest things my mentor ever told me. And it stuck.
If you're a sales leader, a non-sales founder, or someone switching into sales for the first time, read this carefully.
- We all build relationships.
- We all build rapport.
- We all build trust.
But just because someone bought from you once doesn't mean they'll do it again.
New company? New product? New logo on your email signature?
You will need to start from zero.
** To non-sales founders:
Hiring someone from the same industry and expecting them to bring a list of ready-to-buy clients?
Wrong.
They might get the meeting, but no one’s writing a cheque just because they “know a guy.”
**To first-time switchers:
You think your old clients will follow you?
You think a referral = a done deal?
Wrong again.
A referral can just get you a meeting. Maybe with less friction.
But if your product doesn’t solve a problem, save time, or save money, that deal is dead before it starts.
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No one owes you a sale.
Not even your biggest champion.
You need to earn it every single time, remember that.
PS: Yes, sometimes relationships do convert. But it’s the exception, not the rule. So, stop building your sales motion around exceptions.
sales b2b
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