Superior Sales: Ask For Referrals
The young man new to the insurance / financial planning business got his first sale from one of his old colleagues and then his second sale from a friend of that first sale. The young man will be quite successful in his new career because he is aggressive in learning his new skills and techniques, and he works hard at making one success breed another.
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.