Championship Selling Play #1 - Getting Referrals
One of the
Coach’s top ways to put an end to cold calling is to help sales
people become winners at getting client referrals. Nick counsels
reps to completely rethink their referrals–to see them not as
obligatory and ultimately cheap tokens of work friendship…. but as
extremely useful strategic initiatives to gain business.
Perpetual business.
Sales winners get this
very key and very pivotal point! They quickly appreciate that there
is a better way to win accounts then to pound the pavement or dial
for dollars.
Instead, they’ve
drastically turned their attitudes around and are following the
charismatic coach’s game plans from Championship Selling.
Step by Step. These coached salespeople now generate monthly sales
way above their quotas. They build the sort of extremely healthy
pipelines that they can count on to close.
For the Coach and his
clients, it’s all about relationships. Nick says it’s better to have
people who already know and like you introduce you to prospects…
than to attempt to make new contacts all on your own. No wonder they
call Nick Papadopoulos the KING of Referrals!
Quiz your self – do you know how to make the
most of Referrals?
Endorsed referrals are
a home run because:
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You can reduce your sales cycle time in
half –from First Meeting to Close–by initiating the
process through a referral
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You can increase your margins by at least
25% when you receive referrals from your clients and your contacts–prices can go up when you are the preferred vendor.
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Referrals are 3rd party endorsements– your
associates can say glowing things about you that, if you said
them yourself, would sound boastful. BUT this way, they have
the total ring of truth!
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People rely on testimonials from
others–it’s a lot more to go on than a paid listing in a
Yellow Pages or Industry Directory
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You get to have more fun selling because
you get to sell to like-minded people, generated from
your own network of friends and colleagues |
The Coach maps out 3
simple plays for you to make the most out of referrals:
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Target Your "All Stars"
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Develop Existing Clients
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Enhance Strategic Partnerships
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