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Schedule Referrals 90 Days in Advance

Schedule Referrals 90 Days in Advance

Over a 30 year career, I have attended multiple sales training seminars. I have even experienced personal coaching and of course read the best sales books. But the most effective training program I have ever used was designed by Sandler Training. And, one particular tactic they teach, POST CLOSING, is part of the final step that ensures you close a sale and garner a higher percentage of quality referrals. Here’s how it works:

First, after the customer has signed the contract, ask them WHY they chose you? Then following their response, ask them to elaborate or ask a question that stirs up a deeper reasoning and emotion. The purpose is to re-enforce why they made the decision, and help them feel how correct the decision really is.

Then ask them a question that nobody else will: “ What are you going to do when my competitor calls and attempts to change your mind?” Allow them to answer, then offer assistance and insight on how to best deal with such an uncomfortable situation. Remember, most people do not like confrontation, nor they like to tell people “NO”. So any help you can provide will further solidify yourself as an EMPATHETIC expert that cares not only about the signed contract, but also about your client's overall well-being.

Here’s the referral magic. End with this promise: “Thank you again for choosing our company. I know you did not make this decision lightly. Therefore, I promise to deliver well beyond your expectations. And after 90 days, you and I will meet to review the outcomes, discuss the successes and opportunities for improvement And at the same meeting, I am going to ask you for a referral. Is that OK with you? I will prove to you that your decision was the right one, and ask for a referral in return. Is this OK?” By asking permission, you show respect and set an expectation for the future conversation.

IF you deliver on the solutions that you promise, referrals will roll out of their organization. Your clients will deliver a higher quality referral, and they will be emotionally committed to success with each and every referral they provide. You will not receive just names, phone numbers, or cold leads, but hot targets to further grow your business, sales, and income.

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