Referrals – The Master Key To Winning Sales

People trust their friends for advice they don’t trust strangers, especially those of us in sales. If they have a friend who is happy with your company, they are much more likely to consider you as a vendor. so If you can get your customers to recommend your business, their friends are much more likely to become loyal clients too. Way too often, sellers fail to leverage these relationships. In this episode we learn that one of the master keys to winning sales, referrals.

Today’s guest is John Spence. John is recognized business thought leaders, international keynote speaker and management consultant. John has written five books on business and life success and he currently has a fascination with the topic of referrals, the master key to winning sales.

5 Keys To Referrals

Key 1 – Make sure your product or service is remarkable and reliably provides Value Differention. This includes you as a salesperson. You must be remarkable.

Key 2 – Study master sellers and do what they do.

Key 3 – Know your KNL – Knowledge, Network, and Love

• Know your products and services
• Who do you know and can help you
• Be loved by your clients

Key 4 – At the end of the day answer three questions:

• What did I learn today
• Who did I meet today
• Did I live my values

Key 5 – Build a Sales Process e.g. , Know our Ideal Client and market to them until they know you. Ensure they like you as a good person, and the trust you as a credible seller. Then make it easy to try you, buy you, repeat buy and then referrals to others.

Take Action Today

Read more and study your craft. Read one book every other month.  6 a year and your in the top 10%.

How To Find John Spence

Website:    johnspence.com

Email:    john @ Johnspence.com

Free Sales Babble Gift:   johnspence.com/salesbabble

Lead Generation Strategies

Learn how to generate leads in other epiodes:

• Looking for Leads with Social Media, an interview with Brian Basilico #34
• SB029- How To Generate Leads on LinkedIn, an Interview with Patrick McFadden.
• Crossing the Chasm an Interview with author Geoffrey Moore
• SB020 – Down to Earth Sales, an interview with Diana Schneidman
• Pleasantly Persistent Sales With Thomas Ellis #15

The post Referrals – The Master Key To Winning Sales with John Spence #127 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.