Sales Tip: Discover the Key to Selling More in Less Time

Sales Tip:

Discover the Key to Selling More in Less Time

Think of a time when someone has given you a referral for a doctor, lawyer, dentist or the likes. Got it? Now, assuming you respect the person who gave you the referral, were you more or less likely to buy the services of the recommended individual?

If you are like most, you were more inclined to buy from the recommended individual. And if you are like the majority of people in my business audiences, most of your buying decision was made before you even spoke with anyone from the referral’s office.

Asking for referrals is one of the quickest and most efficient ways to increase your sales. Asking for referrals is works because your clients become part of your personal sales team. When clients endorse you by giving you referrals, your sales are easier to complete because most, if not all, of their buying decision is made before they speak with you. This is what makes referrals such an effective sales strategy.

To truly leverage your referral strategy, approach your referral improvement as a two-step process:

1. Adjust your current sales behaviors

To get more referrals, look more closely at your referral skills. Reflect on what you are doing currently and adjust your sales behaviors accordingly. For example, rank each of your referral skills on a scale of one to ten (one being poor and ten being outstanding). You might include referral skills such as:

  • Pre-positioning your future referral inquiry early in your relationship with clients
  • Asking for referrals (seems obvious but it is often the issue)
  • Providing referral triggers so clients can think of appropriate contacts more readily
  • Inquiring about referrals at opportune times during the sales process

Once you have ranked your referral skills and executed your referral skill improvement plan, you increase the likelihood of getting more referrals.

2. Focus on your referability

To make yourself even more referable, examine what you can do to make it easier for clients to give you referrals. For example, reflect and plan how you can:

  • Increase your credibility
  • Share more valuable information with clients
  • Build greater trust with your clients
  • Ask questions that more clearly demonstrate your industry knowledge

By increasing your referability, you simplify the process of finding new clients and make it a no brainer for current clients to give you more referrals.

When prospects are given your name as a referral, they are more likely to buy because they have more of their buying decision made than if they came to you without a referral. It’s like picking ripe fruit. Prospects, who come to you via referral, are ready to buy.

Originally posted on salesforce.com

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