Stress-Free Selling® - Get Referrals Every Time
Referrals are the easiest prospects to close. So we want to make getting Referrals a natural and consistent part of our sales.
To do this, we have to ask for Referrals in a way that gets us the names of great prospects. If we ask, "Who else would you recommend," our respondent will frequently come up blank. To avoid this, ask any of these four questions. . .
1. Who on this list do you know and respect who would also benefit from our product?
2. Who is this building, industry, shopping center. . .
3. What other departments in your company. . .
4. Can you call them for me, now?
Be specific in your request. Give a list of your top prospects to make it easy to help you.
Asking them to contact the person now, puts you that much closer to your next sale. If the person you are asking likes you and your product, they will be happy to help you. After all, if what you are selling is working for them, it will work for their friends. They will be doing their friends a favor by recommending you.