A little change in how your sales people ask for referrals can dramatically improve their success.
Today, we’re going to talk about referrals. Imagine this…Two classrooms, side by side where the teachers are teaching the same lesson. Both deliver the information equally well and finish at the same time. The first teacher looks out at her students and says, “Any questions?” How many kids ask questions? None!
The teacher across the hall looks out her kids and asks, “What questions do you have? And, she spends the next thirty minutes answering their questions.
When your sales people ask for referrals, how many ask… “Do you know of anyone who would be interested in what we do?” What do they get back? “Well, I can’t think of anyone, but I’ll keep you in mind.” And, they don’t get squat!
What if they asked the question a little differently? “Who do you know who would be interested in what we do?” Who do you know infers that they know someone maybe even a number of folks.
Get your sales team to try this approach. It’s a subtle change, but a sure-fire way to improve their effectiveness when asking for referrals.
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.