Part 1 of 5: Mastering the 'R' in CIRCLE - Connecting Like a Pro (Without Feeling Like a Slimy Salesperson)

Friday, February 28, 2025

Part 1 of 5: Mastering the 'R' in CIRCLE - Connecting Like a Pro (Without Feeling Like a Slimy Salesperson)

Why Relationships Matter More Than Ever

You know what’s outdated? Selling like it’s 1995. Yet, here we are, in 2025, and people are still selling with the finesse of a door-to-door vacuum cleaner salesman. Yikes.

The truth is, the game has changed. Clients are more informed, more skeptical, and have shorter attention spans than a goldfish. You can't bulldoze your way to a sale with aggressive tactics and tired scripts. If you're still pushing products without understanding people’s problems, congratulations—you’re the Blockbuster in a Netflix world.

But here’s the kicker: Clients don’t buy products. They buy solutions to their problems. And in today’s world, they don’t just want solutions—they want to buy them from people they trust.

Welcome to our 5-part series on mastering the ‘R’ in CIRCLE: Relationships. If you want to survive (and thrive) in today’s market, you’ve got to ditch the hard sell and learn how to build real, genuine connections.

But, spoiler alert: Relationships aren’t just about schmoozing over golf or happy hour anymore. We’re talking about strategic, intentional connections that identify problems and provide solutions.

And it all starts with Connecting.

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Connecting: It’s Not What You Think

Most people think connecting is about small talk. But let me tell you, asking about the weather or your prospect’s weekend plans isn’t building a relationship—it’s wasting their time.

Connecting is about creating curiosity and making the other person feel understood. It’s about getting to the heart of what they need—before you even think about pitching a solution.

There are multiple layers to connecting:

- Inbound Connection – When they come to you (warm leads).

- Outbound Connection – When you go to them (warm calls, emails).

- Cold Call Connection – When they don’t even know who you are (yet).

- Referral Partner Connection – Building strategic alliances.

- Voicemail Connection – Because, yes, even your voicemails can build trust (or destroy it).

We’re going to dive deep into each of these, but today, let’s start with Inbound Connection.

Inbound Connection: They Came to You, But Don’t Blow It

So, you’ve got an inbound lead. Congrats! But don’t pop the champagne just yet. If you think they’re ready to buy just because they filled out a form, think again.

This is where most salespeople blow it. They assume interest equals intent. Newsflash: Just because someone clicked on your ad doesn’t mean they’re pulling out their credit card.

According to HubSpot, only 19% of buyers want to connect with a salesperson during the awareness stage. They’re doing research, weighing options, and likely not ready to make a decision. So your job? Don’t sell. Connect.

Here’s how to do it without sounding like a cheesy used-car salesman:

1. Start with a Pattern Interrupt

If you begin your call with, “Hi, is this [Name]? I’m [Your Name] from [Company],” congratulations, you sound just like every other salesperson.

Instead, use a pattern interrupt to jolt them out of their “ugh, another sales call” mindset. Try something like:

“Hey, [Name]? Just saw you were checking out [specific product or service]—I’m curious, what caught your attention?”

Why does this work? It feels natural. It’s a question they weren’t expecting, and it immediately puts the focus on them.

It also signals that you’re not there to pitch but to understand. This subtle psychological shift makes them more likely to engage.

2. Create Curiosity (Without Sounding Desperate)

People are naturally curious. But they’re also naturally skeptical—especially of salespeople. You need to create curiosity in a way that makes them lean in, not lean back.

Here’s how:

“I just had a couple of questions to understand what you’re looking for. A lot of people reach out about [problem your product solves], but I want to make sure we’re actually the right fit before diving into details. Is that cool?”

This does three things:

- It creates curiosity because you’re not giving them all the answers upfront.

- It shows that you’re selective and not just out for a quick sale.

- It puts the power in their hands, lowering their guard.

3. Address the Elephant in the Room

Let’s be real: They know you’re a salesperson. And they’re probably expecting a hard sell. So, flip the script.

“Honestly, I’m not even sure if we can help you yet. I’d have to understand more about what you’re doing now and what you’re hoping to accomplish. If it’s a good fit, great. If not, no biggie. Is that fair?”

Boom. You’ve just disarmed them. They expect a pushy pitch, but you give them a neutral, low-pressure conversation. This builds trust because it shows you’re not desperate for the sale.

4. Get Them to Sell Themselves

Instead of you listing all the reasons why they should buy, get them to tell you why they’re even considering it.

“I’m curious, when you saw [ad or content they responded to], what was it that caught your attention?”

This forces them to remember why they reached out in the first place, reinforcing their interest. More importantly, they’re telling themselves why they need it—selling themselves on the idea, not you selling them.

5. Frame the Conversation with a Status Frame

This is where we subtly establish authority. Not by boasting about how great we are, but by showing that our time is valuable and we’re selective about who we work with.

“This first part is pretty straightforward—I just need to get a sense of where you’re at now, what you’re trying to accomplish, and whether or not we can even help. If it makes sense, we can talk about next steps. If not, no hard feelings. Does that work?”

Notice how we keep the tone neutral? It’s not a high-pressure pitch; it’s a conversation. And it sets the expectation that they’re qualifying for your time, not the other way around.

Why This Works: It’s About the Relationship, Not the Sale

See what we’re doing here? We’re not just building rapport with meaningless small talk. We’re strategically building a relationship by:

- Establishing trust (Pattern Interrupt + Curiosity)

- Setting expectations (Addressing the Elephant + Status Frame)

- Allowing them to sell themselves (Self-Discovery)

This is Connecting on a deeper level. It’s the first step in the Relationship pillar of the CIRCLE framework. But here’s the kicker: This is just one piece of the puzzle.

Next Up: Outbound Connection (And Why Cold Calls Don’t Have to Suck)

Most people dread cold calling, but that’s because they’re doing it wrong. In our next edition, we’ll break down how to make Outbound Connections without feeling like a spammy telemarketer.

Stay tuned. And if you actually read this far, I owe you a beer. Or at least another killer strategy.

Until next time,
Keith G.

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