Give to get (Part 2)
In my last blog, I extolled the virtues of using ‘quid pro quo’ in any part of the sales process to keep you in control and to give best value to your prospects.
I also mentioned that it didn’t stop there.
And it most certainly doesn’t. Quid pro quo is not just important as part of the sales process, but also as the new mantra in the sales.x generation.
What I mean by this is that in the new generation of buyers that we are seeing, that come from Generation Y and even generation C, quid pro quo is at the very heart of their attitude and culture.
In a generation that lives on Facebook, Twitter, Google+ and a gaggle of other social media technologies, the most successful people are those that free give.
Freely giving means those who are willing to share their insight, their thoughts and their knowledge, freely, without any strings attached.
You see, their world is one where the more you give the more they trust you, and of course trust is where relationships are built and sales are made.
In a recent CSO survey, it showed that the primary reason why salespeople win is because of the relationships and not product superiority.
This is why I like to spend my time on these blogs.
It is a very small way of giving something back to the people that read it.
Don’t get me wrong, I don’t write to get, I write simply to give, with no strings attached… and this is the key to quid pro quo.
If you really want to make an impact in this new generation of selling, you need to feel free to give and give in abundance…it is the future of sales so lets start getting used to it now.
So the challenge I leave you with today is: what are you going to give?
James is a Senior Associate and SFDC technology specialist working with Mentor Group. With over 18 years experience in IT, Sales and Personal Development James is known for his significant technical knowledge, high energy and innovative approach to any solution.