Names of Raving Fans of the Sales Whisperer
Sales are the life blood of every business, bringing the health giving elements of commerce, clearing out inventory, and revitalizing the company. Each company sells a different product, and they sell in different market places. The techniques for selling, like the methods for driving, apply equally to every business. The Sales Whisperer has helped companies in Marketing/Graphic Design/Publishing, Consulting, Technology, Insurance/Financial Services, Business Services, Real Estate, and a cornucopia of other business areas.
Toolbox Objective - Identify this as a stalling tactic. Response: Certainly, I will give you some referrals. Do you want the good ones, or - ? Using humor, a sales professional brings some reality back to the moment. Realistically, less than 25% of people will ever call a referral, and would we truly give them a bad referral for ourselves? No. If the client is asking for a referral, they are either stalling - which should be handled - or they have not established enough trust with the sales professional. This is covered in Week 2 Belief Systems and Week 7How to Connect With The Client of the Sales Whisperer training program. Before training, a sales pro sees this as a buying signal, and says 'oh sure' then scurries back to marketing. They spend a couple of days gathering marketing brochures, as well as contacting existing customers for updated testimonials and referrals. Best case, this extends the sales cycle by days if not by weeks.
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