Here are two more tips for sales people from my best-selling book The Pocket Guide for Sales Survival. The book features “161 Vital Rules for Selling Anything to Anyone, Anywhere” organized for beginner, intermediate, advanced and expert salespeople.
Rule 79: Always Check In
Is that fair? May I proceed? Should I continue? Does that make sense? Do you have any questions about that?
These are things you should always be asking your customers.
Make sure to check in early and often during your presentations.
If customers are hearing something for the first time, chances are they may have questions.
The key is to bring your customer along for the ride; don’t leave them behind.
Consistent “check ins” will ensure this!
Rule 39: Get Referrals
If you don’t have a steady flow of referrals, then something is wrong.
It either means that your product or service isn’t valued (in which case you should sell something else), or it means you’re not doing your job well enough.
Asking for referrals is something many salespeople hesitate to do or just don’t make time for, but don’t feel you are overstepping personal or professional boundaries.
Be proud of what you offer! Ask everyone for a referral.
Referrals convert at a higher percentage than any other lead source, so don’t miss your opportunity.