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Have you ever wondered why some salespeople always seem to have plenty of potential prospects to talk with, while you feel like you are always running out of prospects or even worse—the need to BUY more leads?
Why is it that the sales results of most any industry show 20% to 25% of the salespeople making 80% of the gross sales, while the rest barely achieve a mediocre income?
Invariably the answer lies in ones ability to accumulate qualified referrals from reliable sources ON A CONSISTENT BASIS. |
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Obtaining referrals sounds easy. And ask most salespeople if they obtain referrals and nearly all will say they do!
The fact is, few salespeople outside of that precious 20% to 25% ever really master the art of obtaining referrals REGULARLY. Sporadically would be more accurate as they may be referred by a buyer who thinks highly enough of them. And sometimes the salesperson will actually ask and receive a referral or two. Consistency though is not the norm and thus the need for more prospects continues, as does the vicious cycle of having to buy more leads! |
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| After the completion of your sales transaction most salespeople
hurry to thank their new customer or client and send them on their
way with assurances they will be in touch as things move along. |
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Upon the completion of the sales transaction is where the sales pro begins the referral talk process because the thought of ending the sales transaction WITHOUT referrals would be like cutting the sales pro’s compensation in half. They just will not do it.
The sales pro will instead take the first steps towards eliminating potential buyer’s remorse as they begin the second and MOST IMPORTANT SALE.
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