STOP using Sales
Techniques that worked ten years ago!
Welcome to article 20 of our 20-article series on Becoming An All-Star Sales Person. Today, we’ll focus on asking for referrals as part of the Post-Close.
In previous articles, we’ve talked about the first two aspects of the Post-Close, confirm the details of the agreement and eliminate buyer’s remorse. Today, we’ll focus on asking for referrals and of course, the best time to ask for referrals is right after you’ve completed the sale. After all, your buyer has just bought and his level of enthusiasm has got to be at a high point.
Why ask for referrals? Three reasons, referrals are easiest to do business with because you’re already somewhat pre-sold. Second, your client is less likely to cancel if he gives you referrals. Third, you consolidate your relationship with your new client.
How to ask for referrals? If you just ask someone to recommend another person that you might be able to do business with, chances are, he’ll go blank because he’s looking at the whole universe and it’s just too big! Therefore, you can help him break his world down into specific segments by asking questions like, Are you a member of any business group? Are you a member of any social organization? Are you a member of any sports group?
After your questions are answered, you can continue, The last time you were at a meeting, who there could use my services? What would you say to him if you were me? Would you mind calling him to let him know that I’ll be calling? If he doesn’t want to call his friend, you can ask, Can I use your name?
By asking in this manner, you’re helping your client focus on whom you can be of help to. Then he’s giving you guidance on how to approach his friend. Next, if he calls his friend, you’re more likely to get through to him and if he declines, at least you can use his name most of the time.
What you’ve just done-you’ve learned a new way to ask for referrals by breaking down his world into specific segments, you make it easier for him to think of people to refer you to. Use this principle professionally or personally and get better results in all of your persuasion efforts.
If you’ve enjoyed reading this article you would like to watch videos about specific parts of the selling cycle please visit my website, http://www.stanleyfidel.com/free and I’ll send you a link to receive them, absolutely free. Goodbye and good selling.
Stanley Fidel is the founder of Fidel Communications Co. Inc, specializing in marketing, prospecting and sales training since 1979. Stan is also the author of Start-Up Telemarketing published by John Wiley and Sons, and All-Star Selling, published by Little Books of Wisdom. He has assisted over 500 companies to set up the programs they needed to increase their sales. Get 20 free videos on closing sales and becoming an All-Star Sales person at http://www.stanleyfidel.com/free.
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