Sep 18 • General discussion
"You want $41k this month???"
"You want $41k this month???"
That was the exact text I received from one of my top reps yesterday. As a sales leader, who wouldn't want a surprise deal to drop in their lap?
I responded: "Yes, that would be amazing! Tell me more..."
Turns out, one of her key customers reached out and said, 'Hey, we have budget to spend before fiscal year-end. Let's move forward with your proposal and close it this month.'
But here's the real story behind this "surprise" sale:
This wasn't luck. This was 18+ months of systematic relationship building paying off.
What she actually did to earn this call:
- Remembered their fiscal calendar and proactively checked in
- Shared relevant industry insights with no strings attached for months
- She was personable and celebrated their recent company milestone
The relationship principles that created this result:
✅ Value first - Helped them succeed before asking for anything
✅ Genuine interest - Cared about their business beyond our solution
✅ Consistent touchpoints - Regular contact that wasn't sales-focused
✅ Trusted advisor - They call her for advice, not just when ready to buy
The key insight: When you focus on genuinely helping customers succeed, they think of you FIRST when opportunities arise.
This rep didn't chase this deal. It came to her because she'd systematically invested in the relationship.
Strong relationships aren't built to GET something. They're built to GIVE something. That mindset shift changes everything.
Question for the community: What's one way you've provided value to a prospect or customer recently that had nothing to do with making a sale?
Drop your examples below - let's learn from each other's relationship-building approaches!
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"You want $41k this month???"
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