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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Tags: sales techniques, sales coaching, increase sales, goal setting worksheet

People buy from people they like and trust. Sales come from relationships and increased sales results come from following an internationally proven sales results system.

The sales system that I am referring to is the “Buyer Focused” Velocity Selling System where it all starts with building relationships.

In order to build a lasting relationship, one must first establish rapport. You need to know the components of the NLP rapport pie and how to build rapport in the first 30 seconds of meeting. You must know how to identify an individual’s predominant sense and how to use that sense to your benefit during the presentation phase.

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Tags: marketing and sales strategies, sales techniques, sales tips, increase sales

It is common knowledge that people buy from people they like and trust. Your first objective in a sales call is to gain the prospect’s trust and in the process, get them to like and trust you. This is known as rapport and it is the first step in the eight step “Buyer Focused”Velocity Selling System.

Without trust, prospects will mislead you and will not honestly answer your questions. You will be wasting valuable time. Traditional sales techniques can no longer be applied as most potential clients are well aware of that type of sales approach and will avoid you at all costs.

Yes, you are the most important person in the world, nonetheless, when you have a customer in front of you, he/she becomes more important. Your customer must become your priority.

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Tags: sales tips, sales strategies, increase sales, free sales training

What is the most important part of a salesperson’s job? It is acquiring new business while maintaining the business we already have. Therefore, if that is the most important part of our job, what must we possess in order to make a difference? We do require appropriate behavior but that is not the top answer. We need prospects and customers.

Ultimately, prospects and customers are the most important component in our jobs. We have to relentlessly consider the needs of our prospects and clients in terms of when they want to be contacted or visited, what are their needs and desires, and what can we do for them in order to satisfy those needs and desires.
With this in mind, when is the best time for you to be contacting and spending time with prospects and customers?

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Tags: sales strategies, increase sales, sales techniques, goal setting worksheet