“Relationships, that’s been the key to my success.” – Alison Balthazor in today’s Tip 144
What is your key to success?
Join the conversation below and check out the full interview with Alison!
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes in the form of a short excerpt from my latest interview with Alison Balthazor on the Sales Success Stories podcast. Alison is the top National Account Executive at Access One where she has consistently been a top performer in her 16 years with the firm. Here’s what she had to share when I asked her about the top things that she attributes her success to:
Alison Balthazor: Relationships, that’s been the key to my success. People they buy from people that they like and I mean we all do in any sense of the imagination and it’s just been a really great way to get to know people, find out what they’re interested in and really lean on that as a way to stay in contact with them as opposed to just following up on whatever proposal I’ve delivered.
Scott Ingram: Sure. Now, how much of that do you think is pure likeability compared to, also just having some domain expertise and adding value along the way?
Alison Balthazor: Gosh, I think it’s both. I think that initially, they like somebody that they’re interested in talking to. Somebody who has a little bit more depth and then if you can also back that up with a lot of knowledge and industry experience then it goes a really long way.
Scott Ingram: Yeah, absolutely. I think the track is trying to rely solely on and just I want to be their buddy. I want to be their best friend, Right? At the end of the day, this is still business and you do have to find some way to have some compelling value in what you’re bringing to the table.
Alison Balthazor: Absolutely. Especially in the tech world, which is the industry that I’m in, you know, I am the expert in what I’m selling. Then the CIO is that I’m fortunate enough to work with. They’re looking to me to advise them on the products and services that I sell. So it is definitely not just a, you know, let’s go to a Cubs game or wherever it might be. It’s really more important to make sure that, you know, you’ve got that relationship. Maybe ask them a little information about their family or what they enjoy doing on the weekends so that you’ve got some, you know, just candid conversation to have. But then from there it’s really, you know, “how can I make your life easier? What can I do to, you know, move these projects forward within your business? What areas are you guys falling short in that I can bridge the gap and then make you look like the hero?” That’s what we’re all working towards the common goal here, and as long as you see yourself as a partner of theirs as opposed to just a vendor or a sales rep, just trying to get, you know, just trying to get the deal, your chances of winning the deal and plenty more like that in the future are far greater.
Scott Ingram: To hear my full interview with Alison just switch over to the Sales Success Stories podcast. Hopefully, you’re already subscribed and look for episode #70. Or you can click over to DailySales.Tips/144 where you find a link the full episode as well as a link to Alison’s LinkedIn profile.
Thanks for listening and come back tomorrow for another great sales tip.