Many salespeople constantly ask for referrals but receive few of them, even from customers who are very satisfied. Or they receive unqualified referrals that end up wasting their time. The problem is that these salespeople haven’t learned that there is a structured process needed to ask for, and actual receive the best referrals.
Fear of making a purchase mistake is the main cause of most buyer delays. “I’ll look bad if I make the wrong choice. Maybe if I look further, I will find something better.” Testimonials from your satisfied customers can help reduce this purchase-decision fear. Here’s how to create the most effective testimonials.
In a perfect world, your call would get through to the decision maker on the first try every time. Here on Planet Earth, it usually doesn’t work that way. Here are eight of the best screener and voice mail tips that can get you to more buyers.
For every hundred cold sales calls you make, some percentage will convert to a sale. How many will convert is not a fixed percentage. Mastering cold sale call prospecting requires you to understand why many qualified buyers do not respond positively to cold calls and learn how to get through to these buyers.
Most salespeople have developed great verbal communications skills; those just come naturally. But when it comes to emails, texts and proposal writing, their written sales communication skills fall short of advancing the sale. Yet these skills matter more than ever during Covid-19 and the “new normal” that will follow.
We all spend a great deal of time on social media, for both personal and professional purposes. As professionals, we have learned to value of social media in finding new customers and deepening existing relationships. But we also end up wasting time that could be spent on social media salesbuilding.
What happens at the end of a first sales call if the prospect is not ready to buy, but you don’t have a good reason for a second meeting? Make a good reason to speak again.
All clients are important. But your most important clients are those who currently purchase the most or have the potential to do so in the future. They know they are valuable to the salespeople who call on them, and they expect you to work extra hard to meet all of their needs.