| Referrals are the best type of prospects to work | | | | One referral from the right person could literally |
| with in the sales business. But what stops sales | | | | change the entire life of a sales representative. |
| professionals from asking for referrals? There are | | | | Therefore, it is important that your sales people |
| many reasons. Many sales people simply forget to | | | | have positive attitudes. You don't want them to |
| ask for referrals. However, it's probably not that | | | | develop thought patterns such as assuming that a |
| simple. Usually, if a sales person forgets to ask | | | | person will say no. |
| for referrals there is an underlying reason. No | | | | Another reason why many sales representatives |
| matter how much sales representative training | | | | fail to ask for referrals is that they simply don't |
| your sales team goes through, many of them | | | | know when to ask. The best time to ask for a |
| may still not ask for referrals. If you want your | | | | referral is immediately after making the sale. |
| team to start asking for referrals more often, it | | | | When a sale is made your new customer is very |
| is important that you identify what keeps them | | | | excited about the future and obviously thinks you |
| from asking for referrals and correct it. | | | | and your company will contribute to their future |
| One common reason why sales people fail to ask | | | | success. What better time could there be to ask |
| for referrals is because they prejudge the person | | | | for referrals. Your new customer would probably |
| they are asking. They assume that the person will | | | | be willing to give you three to five people that |
| simply not give them a referral so they don't | | | | you could call to discuss the possibility of providing |
| bother asking. This is a mindset that has to be | | | | the same benefits your new customer is excited |
| corrected by working with the sales | | | | about. |
| representative to create new attitudes about | | | | Also, many clients would love to refer business to |
| prejudging. The fact of the matter is you never | | | | you. However, they simply have no idea who |
| know what you are going to get until you ask. | | | | would be an ideal client for you. One way your |
| A sales person was invited to attend a | | | | sales people can overcome this challenge is to |
| networking event. It was an expensive event to | | | | prepare a description of the type of businesses |
| attend, so he was hesitant to go. He was | | | | or people who are most likely to purchase your |
| pre-judging the event and was thinking about not | | | | products and services. If you give a customer a |
| going because he didn't think it would be worth | | | | description of your ideal prospect, the customer is |
| the investment. One of his colleagues convinced | | | | more likely to not only think of someone, but |
| him otherwise and he went. At the event he met | | | | think of someone who you will be able to do |
| a gentleman that introduced him to another | | | | business with. |
| gentleman. That other gentleman was the founder | | | | Referrals are not going to just happen by |
| and CEO of a company that needed the services | | | | accident. You must have sales training for your |
| of the sales representative. The sales | | | | representatives that teaches your team how and |
| representative developed a relationship and now | | | | when to ask for them. If you do, it can be one of |
| has a customer that is worth millions of dollars to | | | | the most profitable undertakings that you can |
| his company. | | | | make in your business. |