You got it. The most coveted prize in selling besides a sale. A referral. How do you approach this person? How do you maximize the selling power of this referral?
Aren’t Making Enough Sales? Your Numbers Will Tell You Why!
There is a sales adage that says: Your chances for success increase in proportion to the number of sales calls you make. It’s amazing how the truth can be so simple. If it’s so simple, why don’t you do it?
When you answer a prospect’s question, avoid two words – Yes and No.
When a prospect asks me a yes or no question, I never answer yes or no. When a prospect asks me any question, I always answer in the form of a question.
When Bad Sales Happen to Good People
There’s good and bad in all professions. Sales is no exception. Surveys show the only thing lower than a salesman in the minds of many Americans is a politician.
What are the 19 Early Warning Signals that the Prospect is Ready to Buy?
Question When is the buyer ready to buy? Answer He’ll tell you if you just pay attention.
Physically Involving the Prospect = More Sales.
When I sold franchises in 1972, I drove a big new Cadillac. I would pick up the prospects at their home, and as I walked toward my car I would say, “Gee, I have a headache, do you mind driving?”
Call Me in 6 Months – A Polite Way of Saying No.
Pat me on the head and tell me to go away. That’s the real meaning of call me in six months (or any nebulous “get back to me” after some period of time).