Unlocking the Sales Process Through Relationship Building With Diane Helbig

Diane Helbig

Diane Helbig is a Business Advisor at Helbig Enterprises, which partners with businesses to create personalized growth strategies. As a growth accelerator, she provides workshops and presentations on sales, social media, leadership, and business planning for entrepreneurs and salespeople. Diane is the author of Lemonade Stand Selling, which offers a guide to the sales process. She also hosts the Accelerate Your Business Growth podcast.

Here’s a glimpse of what you’ll learn:

[1:41] Diane Helbig’s inspiration for building her practice and writing a book
[4:32] Frequent mistakes in the sales process
[6:10] How to network during the sales process
[11:04] Best practices for developing prospect relationships
[12:52] Why Diane advocates for strong systems and processes
[14:19] A case study of a business transformation

In this episode:

When networking, sales professionals talk too much about their product or service, trying to gain potential clients rather than build relationships. Consequently, they rarely close the sale since the customer becomes disinterested. How can you refine the sales process to focus on prospects’ needs?

Sales expert Diane Helbig maintains that sales leaders should attend networking events to observe prospects’ behaviors and determine how to build meaningful relationships with them. Rather than approaching prospects with your solution, invest time learning about them and their situations and nurture this relationship throughout the discovery process to build trust. When closing the sale, integrate value into each investment, ensuring the prospect can benefit from your product or service. A step-by-step process allows you to turn prospects into clients.

In the latest episode of Systems Simplified, Adi Klevit speaks with Diane Helbig, the Business Advisor at Helbig Enterprises, about improving the sales process. Diane shares best practices for building relationships with prospects, why she believes in system and process documentation, and how she helped transform a client’s business.

Resources mentioned in this episode:

Quotable Moments:

"I don't think anything works if it doesn't have a process and a system."
"Be more interested in the other person than you are in making a sale."
"If something's going wrong, it's not the person; it's the process."
"Networking is about learning who people are, not just what they sell."
"If you knew what was going on with them, you'd know something."

Action Steps:

Practice active listening: Focus on understanding others' motivations and needs during networking events. This approach helps build genuine relationships and trust, which are crucial for successful networking and business development.
Define ideal clients: Clearly identify what makes a good, average, and bad client for your business. This clarity allows you to focus your efforts on prospects who are more likely to become successful and mutually beneficial clients, improving your overall sales efficiency.
Implement a structured sales process: Develop a sales process with benchmarks and steps scheduled on a calendar. Having a well-defined process ensures consistency and helps maintain a healthy sales pipeline.
Continue discovery in client relationships: Continue to learn about clients even after closing a sale to maintain a strong relationship. This ongoing engagement can uncover new opportunities and foster loyalty, sustaining client interest and satisfaction.
Delegate and automate tasks: Identify tasks that can be delegated or automated to free up your time for strategic activities. This action can significantly reduce your workload and stress, enabling you to focus on growth opportunities and personal well-being.

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