By Paul M. McCord
In making a Million-Dollar-a-Year revenues source of revenue, Paul McCord units out an in depth, but versatile plan of action that has been confirmed to generate referrals in nearly any revenues procedure or atmosphere and in any undefined. This easy-to-read reference consultant positive factors compelling real-world examples of universal blunders and suggestions that would rework misplaced possibilities into actual customers. Create the referral base that promises good fortune!
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Extra info for Creating a Million-Dollar-a-Year Sales Income: Sales Success through Client Referrals
Speak in a conversational, equal-to-equal tone of voice and the suspect will perceive you as an experienced professional. Perception isn’t everything: You must also perform. But at this point you’re trying to establish a relationship with the prospect, so it’s important to leave a positive, knowledgeable, and competent image of yourself in his or her mind. Weak links in any of these areas can undermine your ability to get referrals. If your claims of professionalism don’t match your actions, dress, and communication skills, you may do more harm than good.
Most customers assume the people they refer you to will be less forgiving and more demanding than they were. Consequently, any behavior on your part that a customer had to overlook may prevent him from referring you to other people. 52 Establish the Expectation of Referrals from the Initial Conversation ESTABLISH THE EXPECTATION OF REFERRALS FROM THE INITIAL CONVERSATION From the ﬁrst time you meet a prospective client, you need to set the expectation for referrals. You must let the client know how you work (or, if you haven’t had the opportunity to establish many referrals, how you believe you work).
You think like a referral-based salesperson to become a referral-based salesperson. Enter each relationship with a new prospect expecting to receive a minimum of ﬁve solid referrals once the sale is complete. Know that your compensation is more than salary or commission. You are compensated for your time and effort by the money you earn from the sale and by quality referrals from your clients. You must believe you earn more than the dollars an individual sale generates. If you truly believe referrals are part of the compensation package you earn by meeting the client’s needs, your conﬁdence in asking for referrals—and asking for a large number of quality referrals—will shine through.