Sales Isn't Linear, But We Have a Process
- Ross Paterson
- a few seconds ago
- 1 min read
One of our major construction client deals closed in 63 days from first contact. During that time, we listened. We waited. We added value to their most aching pain first. We didn't jump to a pitch or talk about our credentials. For them, reaching out to us felt easy, non-committal, like calling a trusted friend. On our side, a strong process was already in-action.
Straight from our 4-R Sales Process (full video on each sales step HERE), we patiently engaged in the Build the Relationship phase, giving value up front in every encounter. No rushing or baseless "just checking in" emails.
Next, we asked pointed questions that Revealed the Pain. And with 250+ employees on their roster and lots of stress from accelerating growth, the pain was easy to diagnose.
When we communicated a deep understanding and showed them a path for Relieving the Pain, an obvious starting point emerged, and we contracted the opening engagement.
The 4-Rs serve as guardrails that keep you from skipping steps or pushing too hard. Sales isn't linear, but it is a process. You can’t microwave trust, even if you need the deal to make your quarter.
Our new client didn't feel sold to. They felt heard and deeply understood. That's the difference.
