Sales professionals work too hard. Stop selling! Let your customers sell for you with sales referrals. Firstly, you need to learn how and when to ask for a referral.

A referral initiates instant trust and reduces your selling cycle time. The time it takes the referred client to buy is usually much less than any other lead source. What this really means is less hassle and more sales.

As previously stated in a former article, you can ask anyone for a sales referral. In the business to business world, we generally ask clients and prospects. Clients are the best referral source because they know you and they know your products or services. It is always wise to ask a satisfied client for a referral, and also request a testimonial letter.

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Selling is no longer about you, your product, your services or your solutions; therefore, stop selling and start attracting, engaging and empowering buyers to buy.

Without buyers there are no sales.

Bottom line: no sales, no revenue.

Sales cycles now revolve around the new economy of buyers.

In previous articles we discussed the numerous competencies that sales professionals possess. The most important traits are human interaction, communication, and relationship building.

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Velocity Selling begins with buyer relationships. People buy for emotional reasons and they buy from people they like and trust. The Velocity Selling Cycle starts with building relationships. Therefore as a sales professional, it is important for you to be aware of and to understand the universal needs of buyers.

The competencies of sales professionals are numerous but boil down to human interaction, communication, and relationship building. As a sales professional, you must establish rapport and build trust, communicate effectively, and develop and maintain lasting relationships if you are to succeed in the sales profession.

In order to build a long-term relationship, it is imperative to first establish rapport with your client. You need to know how to build rapport quickly so that you can gain the trust that is needed to ask questions and get answers. You need two basic communications skills – asking the questions and listening to the responses. What is the point of asking questions if you are too busy thinking of other questions to ask and not really listening to the answers?

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Speaking of Velocity visit our new and improved web site (BobU.com) and let us know what you think. Also, download your complimentary White Paper titled “The New Economy of Buyer’s, Why Traditional and Consultative Selling Methods no longer work”.

Let’s face it, people buy from people, particularly people they trust and like, and people who remind them of themselves. Trust and understanding formulate a sturdy foundation for a solid relationship. Therefore, it is important that a sales professional learn how to quickly build rapport and gain the prospect’s trust.

There are a number of factors to consider in order to create a satisfying relationship with a prospect. First you must establish trust. The quickest and most effective method is to develop a strong rapport with the prospect. Then, you can proceed to ask specific questions and acquire further information once a beneficial rapport has been established and the prospect trusts you. Without trust, the prospect will not willingly answer any questions. You are about to discover the most important first step in the selling process of the Velocity Selling System.

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