burger
Features

Every tool you need for AI sales outreach

Independent AI sales assistant

An extra pair of hands for your sales growth

Our best AI emails

Clients' favorite emails generated by AiSDR

AiSDR Website Illustrations | Growth icon 111
Case studies

See the real results from our clients

AiSDR Website Illustrations | Starts and lightning icon 1
Speak with our AI

Let AiSDR try and convince you to book a meeting with us

Explore Q2 2024 outreach benchmarks Grab my copy
Explore Q2 2024 outreach benchmarks Grab my copy
<Back to blog

[Leadership Nuggets] Why I Choose Honesty over Sales Tactics

[Leadership Nuggets] Why I Choose Honesty over Sales Tactics
Jun 27, 2024
By:
Alina Karnaukh

Brutal honesty is a more sustainable long-term path than sales tactics. Find out why from our head of marketing

3m 10s reading time

4 months ago, I wasn’t a salesperson. 

But that’s life in a nutshell at a start-up. To plug any gaps, you do what you got to do, even if it means juggling multiple roles.

That’s how I found myself running sales demos every day despite having zero experience. And in the last 4 months, I’ve closed 30+ deals… and had to churn over a third.

It’s also taught me a valuable lesson.

Brutal honesty is a more sustainable long-term path than sales tactics.

TLDR

  • The goal: Build sustainable client relationships
  • The tactic: Shift from traditional sales tactics to a strategy of honesty and authenticity
  • The result: Improve client trust, loyalty, and retention while reducing churn

Step 1: Abandon typical sales tactics

The dopamine hit you get when closing a deal is crazily addictive. The problem is it tempts you to twist facts and say anything that can close the deal and grow your ARR.

But overselling will ultimately lead to high customer expectations, future disappointment, and inevitable churn.

So while you enjoy short-term gains, you sacrifice long-term growth. After all, there’s no value to bringing in a customer who’s a poor fit and ultimately churns within a month.

Sustainable sales growth requires you to admit when you can’t help, even if it means saying no to potential deals.

Not getting more ARR is less of a blow to the company than churning new customers.

Step 2: Stop selling and start telling

At demos, I start off by asking about their past outreach results, their performance expectations, and their expected results.

Knowing those details, I walk the customer through their likely user journey in AiSDR.

I can even replicate their actual use case so they see how it will work with our AI.

This gives them a better understanding of how our product will solve their need.

There’s a lot of value to saying “Here’s what we have. Is it enough for your growth?” It adds weight to their decision, and should they proceed with your solution, it strengthens their loyalty in case they run into any issues they might experience.

Step 3: Explain where your solution may fall short

It’s also a good idea to ask about their previous attempts to solve their current challenge or address their need.

Since AiSDR is an AI sales assistant, I ask demo participants about their current outbound and inbound strategies and the results they’ve seen.

I then tell them where AiSDR can help them and where it might fall short.

For example, if they’re getting most demos from conferences and other meet-ups, I inform them that AiSDR might not be the right fit for their present audience. 

But if they’re still interested in trying out AiSDR, I elaborate on how our AI can help them experiment with outreach and potentially find a strategy that works.

This approach works because honesty shows vulnerability, and people prefer authenticity over perfection because it’s real, human, and the starting block for building relationships.

The Result

My old approach was good at closing deals, but like I mentioned, there’s no value if customers churn less than a month later.

While the number of deals I closed has dropped, the customers who move forward have more trust in us and AiSDR from the get-go.

My new approach has had some other good effects:

  • Honesty shows that you care more about people than numbers (which they’ll appreciate in the long run).
  • The data you get by being honest allows you to accurately understand whether or not your approach and product are working.
  • If you’re honest about the ‘why’ of disqualifying a client, they’re more likely to refer you to someone who might be a fit.
helpful
Did you enjoy this blog?
TABLE OF CONTENTS
1. Step 1: Abandon typical sales tactics 2. Step 2: Stop selling and start telling 3. Step 3: Explain where your solution may fall short 4. The Result
AiSDR | Website Illustrations | LinkedIn icon | 1AiSDR Website Illustrations | LI iconAiSDR | Website Illustrations | X icon | 1AiSDR Website Illustrations | X iconAiSDR | Website Illustrations | Insta icon | 1AiSDR Website Illustrations | IG icon 2AiSDR | Website Illustrations | Facebook icon | 1AiSDR Website Illustrations | FB icon
link
AiSDR Website Illustrations | Best AI Tools for Primary and Secondary Market Research | Preview
Get an AI SDR than you can finally trust. Book more, stress less.
GO LIVE IN 2 HOURS
You might also like:
[Leadership Nuggets] Overlooked to Overbooked – 3 Email Nurture Tactics That Increased Our CR from 2% to 15%
[Leadership Nuggets] Overlooked to Overbooked – 3 Email Nurture Tactics That Increased Our CR from 2% to 15%
Alina Karnaukh
Alina Karnaukh •
May 30, 2024 •
4m 9s
Hoping to increase your click rate? Here are 3 tactics we used to grow our CR from 2% to 15%
Read blog>
[Leadership Nuggets] How Cats Can Teach You to Write Better Emails
[Leadership Nuggets] How Cats Can Teach You to Write Better Emails
Alina Karnaukh
Alina Karnaukh •
May 3, 2024 •
5m 11s
Cats are the best teachers. So find out how cats can teach you to write better emails
Read blog>
[Leadership Nuggets] How to Boost Your Cold Email Open Rate by 16.4%
[Leadership Nuggets] How to Boost Your Cold Email Open Rate by 16.4%
Yuriy Zaremba
Yuriy Zaremba •
Jun 6, 2024 •
3m 5s
Want to boost your cold email opens by 16.4%? Find out how from our CEO who also spearheads sales
Read blog>
[Leadership Nuggets] Using an AI to Validate Another AI’s Output
[Leadership Nuggets] Using an AI to Validate Another AI’s Output
Oleg Zaremba
Oleg Zaremba •
May 16, 2024 •
3m 38s
Generative AI can be unreliable at times. Use this shortcut to quickly validate the quality of AI outputs
Read blog>
See how AiSDR will sell to you.
Share your info and get the first-hand experience
See how AiSDR will sell to you