Focusing on your customer’s current needs can bring additional rewards: Referrals.
Nearly all-successful salespeople will tell you that 75% of their sales come from existing customers and referrals.
Keeping your customers happy and fully satisfied is worth all the effort, pain and hassle.
Referrals make your sales processes easier and faster.
I mentioned in earlier articles that gaining trust is the golden key, a referral will help you to develop trust before you start to engage your new customer. In most cases, say your average cold call, trust is set to zero at the very best, so it’s important to use all the help you can get.
When you get a referrals involving your customer will make the sales opportunity that much stronger. When you have arranged the meeting take time to develop a rapport, do not try to sell straight away, as you run the risk of losing this great sales opportunity. Find out key things about your referral, this will help you again to build trust during your initial discussions, be prepared to go back and ask your client for additional information about the client if needed. Being prepared will help you establish common ground with you new contact, once the rapport is there, only then you can start to sell. Happy selling. Regards PJ
The easy way to increase your sales - To learn more about this author, visit Paul Butler's Website.
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