Skip to contentOutstanding sales results depend on the ability to think from the customer’s point of view. This means understanding and responding to the customer’s agenda and best interests. Top salespeople are willing to adapt to a customer’s change of agenda almost twice as often as average salespeople. They recognize that thinking like a salesperson places the…
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Here are few things to keep in mind when asking for referrals… Start with people you know It is much easier to ask people you know for a referral — providing they know exactly what you do and the results you help others achieve. Ask recent satisfied customers Your most recent satisfied customers are a great referral…
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Sounds obvious, but we have all been guilty of making a call just because it was on the list, having long since forgotten why we were calling. Or worse, never calling at all because you aren’t sure of your reason. Make it a habit to keep a note with each person’s contact information about where…
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You’ve heard the ABC’s of selling -– Always Be Closing. But possibly more important is ABP – Always Be Prospecting. The best way to get over that lost sale is to move on to the next sale in your pipeline. If your pipeline is empty, it is much more difficult to recover. To that end,…
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When you only offer one solution to a customer, the only possible response is to say yes or no. Whenever possible, offer two or more alternatives and ask the customer to choose the one that is best for them. A good way to phrase this is to say something like “… based on what you…
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