Tiny Marketing: Marketing and Sales Systems for Independent Consultants Ep 133: Mastering the Art of Relationship-Based Selling with Brooke Greening
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Apr 20, 2025 In this insightful conversation, Brooke Greening, co-owner of Building Momentum Resources and a relationship-based selling expert, reveals her SERVICE framework to transform awkward sales pitches into meaningful dialogues. She emphasizes the importance of preparation and active listening, advising against winging it on sales calls. Brooke shares strategies to uncover clients’ true motivations and offers practical tips for establishing clear follow-up steps, thereby boosting confidence and closing rates. This episode is a must-listen for anyone intimidated by sales!
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Prepare Sales Calls Thoroughly
- Spend 10 to 15 minutes preparing before sales calls to avoid winging it.
- Know the client’s business and have a clear structure for the call using a framework.
Follow SERVICE Sales Framework
- Use the SERVICE framework to structure sales calls: Set expectations, Establish rapport, Recognize problems, Verbalize value, Identify objections, Create urgency, and Explain next steps.
- This helps you serve the client and leads authentic conversations without being salesy.
Listen Before Solving Problems
- Listen actively and avoid solving the first problem the client mentions immediately.
- Ask clarifying questions but let the client fully express their issues before offering solutions.