Asking for the Referral
The end point and start point of the Sales Cycle
Charlie Dillon
Last Update 4 months ago
Screen shot this, print it and put it on your PC screen or on the wall
Conversational sales
The more senior person you are talking to, by and large, are BIG PICTURE people.
Be concise, precise and steer clear of the blarney!
The objective is to Deal on the day:
Senior management wake up every day:
- To make money
- To save money
- To solve serious problems
- Compliance
My advice: If you are talking to people who handle detail, you are most likely talking to the wrong person.
In your call, set the expectations from the outset:
Ask the question and stay completely silent:
"Apart from the price, is there anything that would stop you purchasing from me today"
or
" When we resolve the problems you brought to the call today, are you in a position to save time and do the deal on the day, today ? "
or
"I have listened to the problem we are going to resolve today, on resolution of the call today, I'm going to ask for your business, are you ok with that ?
Rick click open in new tab to enlarge
The last part of the sales cycle is the easiest