Dean sent me an interesting question with regard to referrals. Paul, I’ve been enjoying all your posts on referrals lately and have a question for you. Should we compensate people who send referrals our way? This is an interesting question because on one hand, we want to encourage referrals, on the other hand, we don’t … continue reading »
Dean sent me an interesting question with regard to referrals. Paul, I’ve been enjoying all your posts on referrals lately and have a question for you. Should we compensate people who send referrals our way? This is an interesting question because on one hand, we want to encourage referrals, on the other hand, we don’t … continue reading »
My best cold calling tip is simple to learn and yet too easy to blow off; Stop clinging so tightly to cold calls That statement goes over like walking into a biker bar and complaining that there isn’t any Pet Shop Boys on the jukebox but here me out; MOST sales reps cling exclusively to … continue reading »
Want to increase the value of a one time customer? And while we’re at it; I’m guessing you wouldn’t turn down the opportunity to increase the lifetime value of ALL your clients,right? Before I tell you what it is, you have to promise NOT to dismiss this because of its simplicity. Ready? Get referrals! Referrals increase … continue reading »
There are 2 highly neglected referral questions that you need to have in your arsenal. These questions happen AFTER you ask for the referral. The first question should be used once someone has referred you. As you’re thanking them for the referral, ask them WHY they referred you Asking them “Why?” gives you a lesson … continue reading »
There are 2 highly neglected referral questions that you need to have in your arsenal. These questions happen AFTER you ask for the referral. The first question should be used once someone has referred you. As you’re thanking them for the referral, ask them WHY they referred you Asking them “Why?” gives you a lesson … continue reading »
If I were to ask you “Why should sales reps ask for referrals?” I’m guessing you’d say; Because it’s one of many ways we can make money in sales On the surface, you’d be 100% correct, but it really goes much deeper than that! So I decided to create a FREE eBook offering you some serious … continue reading »
Most sales people would rather call a business, cold, than ask a client for a referral! Think about that one for a minute! Most sales reps would rather call a business, cold than ask a client for a referral! Why? Here’s what I’m usually told . . . “It feels weird” “It makes the conversation … continue reading »
In this episode of The Sales Playbook Podcast, I share how I completely turned everything around, after a devastating personal failure. And no, this ISN’T some motivational “Rah Rah” episode; I actually take you through SEVERAL specific tactics I used to climb the charts as a sales rep. This is an episode where you’re going … continue reading »
There are things that I’ve come across that make me uncomfortable as a sales professional but; Over the last few years, I’ve grown that balls to try them anyway. And I’m not talking about things that make me uncomfortable because of ethical and legal reasons; I’m talking about things that require me to step outside … continue reading »
I look forward to hearing from you!
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