Introduction

Creating and maintaining a full and robust pipeline of high-quality leads and sales is dramatically easier when utilizing a trust-based sales strategy. In today’s episode of The Sales Evangelist, Donald is joined by professional sales coach Chris Morrison to understand how making yourself irreplaceable is the key to securing more high-quality clients.

Why be irreplaceable?

• The name gives it away, but memorizing a sales script isn’t a scalable long-term solution to making more money. 
• To make yourself irreplaceable, you have to make yourself known. Command trust as a trusted advisor to those around you, whether coworkers, managers, or customers.
• Have a following or community of people who take your word as trusted advice. 
• Many sales reps get comfortable and fall into repetition. Understand that salespeople have two battles to fight - one with prospects and one with their company. 

Building trust with clients:

• The two most common outreach methods are still phone and email. However, understanding the best way to get the client persona from Point A to Point B will make outbound messaging drastically more successful. 
• If a lead is unsure about an immediate purchase, ask to share insights with them over the next 12 months.
• Whether it’s emails, discord, or a Facebook group, nurturing the leads through a series of problem-solving content based on their root issues will foster that trust.

Some sellers think they don’t have time to nurture potential buyers:

• People talk and interact. Even if someone isn’t willing to buy now, they might buy later or can help refer your company to other clients down the line.
• Build the skill of trust because it’s a skill you’ll need for the rest of your life.

Chris’s final takeaway? Lean into the trust-based pipeline, because not enough people put effort into creating great leads. It all depends on the effort and energy you’re willing to channel into your work to create the best results. For more great content and resources from Chris, connect with him on LinkedIn or join his Facebook Group.

This episode is brought to you in part by Scratchpad.

Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution.

Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. 

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com