"Sales Referral Strategy" - John Dougan (TALKING SALES 181)
“The wrong way to obtain a referral is to ask for it” – an interview by John Smibert. In my last discussion with John Dougan , titled "Reciprocity: The forgotten Sales Strategy" he mentioned 'referrals' as one key thing that a customer will regularly provide as a way of giving back.John Dougan So in this discussion I asked John to share the strategy he recommends to maximise the quantity of quality referrals obtained. Why are referrals important? Based on research a referral provides 9 times the chance of a sales outcome than any other type of lead generated. John talked about the best timing to ask for a referral, how to target a specific referral, and the best approach to obtain it. John emphasised that it is important to make it easier for the customer, to make it easier for me, to sell to somebody else? In the full discussion – that can be viewed above – John provides insight for salespeople into these referral strategy recommendations. I hope you like it. *********************** John Dougan is the Intrepid Sales Detective, a noted writer and blogger on sales effectiveness.
“The wrong way to obtain a referral is to ask for it” – an interview by John Smibert. In my last discussion with John Dougan , titled "Reciprocity: The forgotten Sales Strategy" he mentioned 'referrals' as one key thing that a customer will regularly provide as a way of giving back.John Dougan So in this discussion I asked John to share the strategy he recommends to maximise the quantity of quality referrals obtained. Why are referrals important? Based on research a referral provides 9 times the chance of a sales outcome than any other type of lead generated. John talked about the best timing to ask for a referral, how to target a specific referral, and the best approach to obtain it. John emphasised that it is important to make it easier for the customer, to make it easier for me, to sell to somebody else? In the full discussion – that can be viewed above – John provides insight for salespeople into these referral strategy recommendations. I hope you like it. *********************** John Dougan is the Intrepid Sales Detective, a noted writer and blogger on sales effectiveness.