He understands that sales success comes by aggressively asking for referrals. People, even when extremely happy with your products and services, do not just walk around referring you. Think of the last time you made a purchase you were happy with. Did you call your friends and relatives to refer that business? Of course not. You had other things to do and think about.
Using The Magic Words
I remember one night way back when I was working my wholesale tire route and carrying a load of 100 snow tires. Before leaving I had bet my dad I would sell all the tires on the truck before I returned that night. I was sure I would sell them all because it was Pennsylvania and had been snowing for a few hours, always a good combination for sure sales.
As I stopped at gas station after gas station the number of tires steadily decreased, partly because of the weather and partly, I like to think, because of my sales ability. Then I hit the wall. I stopped at eight gas stations and tire dealers in a row. It was now 8:30PM and I was quickly losing steam. I could not sell my remaining four tires.
As I was leaving the eighth non-buyer, Smith Tire Company, I knew my time was running out. Most all of my customers would soon be closed. I turned to Mr. Smith and said, "Mr. Smith, although you don't need any tires right now, WHO DO YOU KNOW that I might sell my final four tires to?" He thought for a few seconds and said, "Ya' know, I think I do know someone who will buy them." Mr. Smith dialed a friend of his and in a few minutes was giving me directions to Mark's Car Repair Shop.
At 8:30 that snowy, stormy night I learned one of the most valuable lessons that armed me for life to gain new customers. I learned the Magic Words "WHO DO YOU KNOW?"
The very next day I tested my new Magic Words. Every customer I talked with, whether they bought a product, a service or nothing at all, I asked, "Who do you know?" And you know what? It worked time after time after time, all day long.
Of course I did not close every sale I attempted from the referrals I received, but I closed a lot of them. Increase your sales with the Magic Words - WHO DO YOU KNOW?
Bob Janet, is a business consultant, seminar leader and author specializing in helping his clients increase sales and profitability. He can be reached at 704-882-6100, Bob@BobJanet.com and www.BobJanet.com.
Page 1 | 2
good advice we all need to remember what brought us success in the past during these troubled times.