There is a step of the process that 99% of deals go through, but little time is spent mastering it. Listen to this show to learn what it is and how to leverage it.
I’m sure you have conducted meeting after meeting with your sales team trying to find ways to win more accounts in a competitive climate. Yet, there is a step of the process that 99% of your deals go through, but very little time is spent on the right strategy to leverage it. It’s the referral step!
You know how it goes…the prospect asks for referrals and the same three clients are used and abused every time. It’s your largest client, your friendliest one, and a player to be named later.
Think about what this step is all about. The prospect heard the sales pitch and now wants to see if what you said is reality. Validate!
Ask your sales people to take a moment of pause and find the right references for the deal. Think about the prospect’s size, industry, situation…even who is making the buying decision.
Imagine aligning a reference CFO with the prospect’s CFO so they can talk turkey. It could give you the edge! When the deal is competitive, everything counts. Use the reference step to position your deal ahead of the competition.
See you next time on the Sales Management Minute.
AUTHOR: LEE B. SALZ
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.