“Remember, it’s not just about selling, it’s about building a relationship, a partnership.” – Meshell Baker in today’s Tip 1810
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Transcript
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Meshell Baker, our favorite sales confidence igniter and authentic selling crusader. Here she is:
Meshell Baker: I’m curious. How many times have you left a meeting, felt the excitement, and thought, this is in the bag? Only to realize days later that nothing materialized? Yep, deals stall, clients go silent, and it’s incredibly frustrating. Well, What if I told you there’s a simple yet powerful strategy you can implement right now that will help you not just close deals, but also build lasting relationships? It’s all about creating a covenant.
Today, I’m going to share one of the most overlooked, yet incredibly impactful techniques in sales, making a mutual commitment, or as I like to call it, the sales covenant. When you leave a meeting, it’s not just about shaking hands or exchanging pleasantries. It’s about making a promise, a covenant where both parties agree to take action. This isn’t just theory. It’s backed by some fascinating research. According to a study from Harvard Business Review, deals are 25% more likely to close when both parties always comment to specific next steps before the meeting ends. Why? Because clear mutual commitments create accountability on both sides, driving forward momentum.
Here’s the thing. Too many sales professionals to leave the meeting without solidifying a next step. They think the verbal yes is enough. But in today’s business world, distractions happen, priorities shift. You must ensure you and your client are moving toward the same outcome. I’m going to break it down in three key takeaways and an immediately implementable technique.
Number one. Establish mutual commitment. A covenant in sales means both parties agree to contribute towards a common goal. It transforms the relationship from transactional to collaborative, fostering trust and loyalty.
Number two. Clarity is key. Define exactly what both sides are committing to. It’s not enough to say yes. We’ll follow up. Be specific. What will you do next and what will they do next? This could be as simple as sending over documentation while they review it internally.
Number three. Follow with intent. Don’t leave the meeting without a clear calendar date. Schedule the next conversation before walking out the door or ending the call. Even better, set a time when you review progress on your commitment. When both parties agree on this timeline, it ensures momentum.
Now, here’s an interesting fact that might surprise you. According to sales hackers, sales teams that create a structured follow-up process with mutual commitment see a 40% increase in client engagement and a 30% faster sales cycle. Yep, you heard me. By ensuring mutual action steps, you can significantly speed up the entire sales process.
Now, here’s what you can do immediately today. At the end of your next meeting, before you shake hands or hang up, ask this simple question, what’s the one thing we can each do by the end of the week to move this forward? That’s it. Don’t leave without a commitment from both sides. When you do this, you create a covenant, a promise that both of you will follow through and work together to achieve success. The simple action has the potential to transform your sales outcome.
So the next time you’re in a meeting, remember, it’s not just about selling, it’s about building a relationship, a partnership. And every strong partnership starts with a covenant. Now go out, make those promises, and get your clients to their promised land. In the words of a quote by Jill Conrath, author of Selling to Big Companies, When you keep your focus on helping your customer succeed, you naturally succeed, too. Have a great day selling.
Scott Ingram: For more from Meshell, just click over to DailySales.Tips/1810. Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening!