Confessions of a Sales Pro with Ian Selbie

Ep6: The 7 Deadly Sins in Selling - #6 Under Utilizing Your Best Sales Tool

December 03, 2020 Ian Selbie Season 1 Episode 6
Confessions of a Sales Pro with Ian Selbie
Ep6: The 7 Deadly Sins in Selling - #6 Under Utilizing Your Best Sales Tool
Chapters
Confessions of a Sales Pro with Ian Selbie
Ep6: The 7 Deadly Sins in Selling - #6 Under Utilizing Your Best Sales Tool
Dec 03, 2020 Season 1 Episode 6
Ian Selbie

Learn more about my Sales Training & Coaching programs at www.SalesMentorU.com

The most powerful tool a salesperson has is the power of proof "the reference customer". 

We work with a wide range of companies and we usually discover that they are not fully leveraging their existing customers to help them succeed. 

In our sales performance workshops, we teach the seven "R's" of consultative selling.  Four of them are: 

  • Relationship... 
  • Reference... 
  • Repeat... and 
  • Referral... 

Put your clients on your sales team.

QUESTIONS: 

  • How many letters of reference from existing customers do you have on file?  

  • How many customers do you have?  
     
     If the customer does not want to give you a letter, you must ask why not?  And you must address the issue proactively.  This is another positive aspect of asking for the reference letter. 

Show Notes

Learn more about my Sales Training & Coaching programs at www.SalesMentorU.com

The most powerful tool a salesperson has is the power of proof "the reference customer". 

We work with a wide range of companies and we usually discover that they are not fully leveraging their existing customers to help them succeed. 

In our sales performance workshops, we teach the seven "R's" of consultative selling.  Four of them are: 

  • Relationship... 
  • Reference... 
  • Repeat... and 
  • Referral... 

Put your clients on your sales team.

QUESTIONS: 

  • How many letters of reference from existing customers do you have on file?  

  • How many customers do you have?  
     
     If the customer does not want to give you a letter, you must ask why not?  And you must address the issue proactively.  This is another positive aspect of asking for the reference letter.