There are people you know; and people you don’t. If we leverage the people we know, to get introduced to the people we don’t know, we will shorten the sales cycle, increase the closing ratio and increase your prospect base – faster and cheaper than any other form of marketing.
In this podcast, Scott and Bill will discuss The Power of Referrals and much more on episode 419. Find our show notes at http://www.getinthedoorpodcast.com
Do you know the power of referrals?
Order “The Art of Prospecting: Your Guide To Get In The Door” is finished and is available in all formats. I’m really excited Steve's book is finished. It’s his life’s work and I am confident it will help take your skills and abilities to the next level.
“Steve Kloyda, in his book The Art of Prospecting: Your Guide to Get in the Door, demonstrates how to not only ask the questions you need to ask, but realistically how to get in the door in today’s complex and sophisticated sales environment. I have known Steve for over 30 years and he is the consummate professional at helping people get in that door! Great book!”—Eric C. Graber, RIA, President, CSFC
Shannon Goodson and George Dudley wrote a book several years ago called, The Psychology of Sales Call Reluctance. They interviewed over 11,000 sales people.
Here is what they found:
- 80% of all new sales people fail because of Call Reluctance.
- 40% of all veterans stop prospecting because of Call Reluctance.
- You will make 5 times less money because of Call Reluctance.
As you can see by the statistics above, sales call reluctance is a huge problem. Steve devoted many years helping salespeople solve this Major issue. Check out Call Reluctance Transformer and learn the 14 Keys to transform your Fear into Confidence. Order Call Reluctance Transformer!
On today’s show, Scott and Bill will discuss the strategy of “The Power of Referrals”. It includes:
- Shorten your sales cycle
- Create a pure prospect pool
- Increase your gross profit
In our book study this week we are discussing Chapter 2: The Challenger: A New Model for High Performance, in the book The Challenger Sale :Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson
This week's Sales Nugget: Challengers try to increase customer value at each step of the sales process.
This week’s Sales Quote: “I can't change the direction of the wind, but I can adjust my sails to always reach my destination.” – Jimmy Dean
Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.