You read all of the time about how people are busy and don't have the time or patience for long emails or long-winded phone conversations—that you need to get your point across quickly. That might be true, but you must still make a personal connection with them if you want them to respond.
Hostage takers and your customers have different wants, but how you communicate with them to get to your desired result is the same. The goal is to keep the person talking. In this podcast, Mark Goulston, author of Just Listen, explains how to keep customers talking until they sell themselves on your solution.
Selling is a lot like dating. If you act like a superficial blowhard concerned about your own interests, you're sure to fail. But if you are genuine, ask questions, and show interest, success is only a matter of time.
The benefits of hiring an inside sales representative may vary from great to none. Success depends on effective and consistent inside sales management. If you want to see more income from your sales pipeline, make sure management includes these eight things.
Customers are busy, which makes salespeople think brief messages devoid of personal comments are the best tactic for email messages. The opposite is true. If you use those few seconds to make a personal connection and take a risk, you can quickly encourage trust and lead to productive conversations.
Referral business is the best business, but you have to earn it. That's because, like with everything related to selling, it's about relationships—relationships with your referral sources, as well as with the referred prospect. And strong relationships take work—to develop trust, confidence, and even friendship.
Referrals are a salesperson's biggest competitive differentiator. The produce the highest quality leads and can shorten the sale cycle. The problem is many people don't ask for referrals or they don't know how to ask for them. Listen as Joanne Black discusses how to ask, as well as how to get started creating a referral system.
When you share your Personal Why—why you believe in the work you do—with clients, you create a bond with them that leads to new business and referrals. In this article, Bill Cates explains how to determine your Personal Why and how to use it in client conversations.
Referral business is the best kind of business, but you have to earn it. And it doesn't happen overnight. By working with your customers and colleagues to add value to their business, you earn their trust and confidence. They, in turn, become your greatest advocates.
Congratulations, you just received a referral. Before you dive in and research the opportunity, contact the person who referred you. He is just as important as the prospective client. Treat that relationship with respect, and you'll position yourself to receive future referrals.