Referrals

We all hate prospecting. We all have to do it. So what propsecting methods actually work?

Asking for referrals. Why is it so hard? Is this the lightbulb moment?

Some businesses are convinced they can live on just existing clients and referrals. That's not always a good recipe for success. But what's worse is not asking for referrals at all.

Everyone knows someone. Actually, everyone knows several someone’s. Your customers – as well as the prospects you call on – have some contact with, or at the very least know of, people who can benefit from your product or service. Unfortunately, they are not programmed to automatically disclose the names of those people to you. That doesn’t mean that they won’t; you must initiate the action.

If your sales objective is to make the sale regardless, get the biggest order possible and structure the best deal for your company, then your entire focus is really on you.

As a sales trainer with Sandler Training, I spend a lot of time talking to my clients and I get paid to work with them in four areas of their business: Strategy, Structure, Staff and Skills. Because I spend hours talking to them, I learn quite a bit. And despite that fact, they still manage to surprise me with the questions they ask me.