How are you Doing with Referrals?
By Mark Trinkle
- Not getting any
- Get some…but only when I ask
- I get referrals without asking
If you aren’t getting enough referrals, ask yourself this question:
What kind of experience do my prospects and clients have when I call on them?
Play The Sales Brew:
By Mark Trinkle, Sales Development Expert, Anthony Cole Training Group
It is prized by salespeople…it is incredibly valuable…but generally salespeople get disappointed because they just don’t see results.
Hello, this is your weekly Sales Brew today about getting referrals without asking.
There is no doubt that salespeople love referrals…and for good reason. Referrals (we call them introductions at Anthony Cole Training Group) are absolute game changers. They change everything to the advantage of the salesperson. Imagine not having to fight or fuss with the gatekeeper. Imagine being asked if the prospect is expecting your call and being able to confidently respond with, “Yes, they are…could you put my call through please?”
The ability to receive referrals or introductions is one of the key differentiators between sales superstars and those who turn in mediocre results year after year. And it has always been interesting to me that, while everyone says they want referrals, not everyone is willing to do what it takes to get them.
Let’s take that one step further – I see three categories or levels when it comes to getting referrals:
- You are not getting any.
- You get some…but only when you ask.
- You not only get them when you ask, but you get them when you don’t ask…i.e. the referrals come to you.
So, how do the best of the best get this done? How do they receive referrals without even asking? The answer is simply because they deserve them. Their commitment to being a consultative seller is so compelling to the prospect that the prospect can’t wait to tell others about their experience. It happens because the salesperson did the one thing that most salespeople can’t do…. they did not act like a salesperson. Rather than “show up and throw up”, they asked the prospect a series of questions that allowed the prospect to self-discover that they needed the salesperson’s help.
Here is the question you should be asking yourself: What kind of experience do my prospects and clients have when I call on them?
Are you pitching them? Are you trying to close them? Are you focused on you and your company? Or are you having a conversation around clarifying if the prospect has a business problem that you can help them solve? Are you having the kinds of discussions with your prospects that raise their expectations for what it means to be called on by a consultative sales professional?
Thanks for listening…now go sell like a champion today.