Read Time = 3 minutes

Sales is a relationships game.

Yet many reps get stuck communicating via email — a formal channel that can make building trust and connections difficult.

That’s why top reps move conversations to slack or text in late-stage deals.

A simple ask like:

Can be the difference between getting ghosted and getting to the finish line.

This week I partnered up with Andrew K. from ‘Hacking SaaS Sales’ to share how to use texting to build trust with clients.

Lets dive in.

The Fundamentals of Good Relationships

While writing this I realized that texting, calling, or getting any inside information during a deal cycle though critical, are really just tactics. The reality is that there are core principles that drive that behavior. And those core principles apply to both business and personal relationships.

In order to win deals, specifically large ones, with multiple stakeholders - you need to have some type of “inside track”. Thinking through the mechanics of any relationship built on the foundation of trust, and how close you are with someone, the questions below are a good proxy:

If the answer is YES, then you probably have a pretty good relationship with that person.

Of course there is a difference between a prospect, client, and friend. Generally speaking however, the above would still remain true with each of these questions.

But having this type of relationship gives you LEVERAGE, in all circles.

Texts That Have Gone Well …. And Bad

Last post I mentioned that I wanted to share the good, and the bad of my day to day. Wins and losses, because hey, no one is perfect and we’re all human. Including me.

Here’s some texts that have gone both sideways and well:

Good Relationships Don’t Grow Dollars

Although texting is part of building a good relationship with your client, it won’t win deals. Applying this tactic won’t all of a sudden grow dollars in your account. This applies to anything in life.

It’s just a way to get better and more validated information. Doing so, gets you ahead. True in sales, true in life.

It won’t win every deal, but it’ll certainly tilt the odds in your favor. Asking these questions to yourself and your relationship with your clients, will probably give you insight into where you stand. And if you’re off the mark, then check out my previous post on how to build trust.

If you liked this post, consider subscribing to Hacking Sales.

Built to help sellers ask better questions and create better narratives using AI.

Until next Thursday,

TSG

P.S. I reply to all emails.