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Custom Growth Solutions, LLC | Sandler Training | Oklahoma City, OK
 

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I've met with hundreds of salespeople and business owners over the years. I have yet to meet one that wouldn't like more and better referrals.

Referrals shorten the sales cycle and your chances of success are greater. But most people have no system for building their business through referrals! And no, putting "The best compliment you can give me is a referral," on your business card and in your email signature does not qualify as a system.

So how can you build a referral system?

When my team and I meet with our clients, we're often advising them on their business model as a whole. Sales is the engine that drives a business, but the rest of the business has to be operating correctly as well.

My team and I often share with people how good sales is a result of good communication. In fact, in several workshops we put on, we explain within the first few minutes that we'll use the terms interchangeably during the workshop.

If you're in sales, chances are pretty good you want to sell more. But selling more means better prospecting, which is often a salesperson's least favorite activity. In fact, we've done our best to boil it down to an equation: X hours spent prospecting = Y number of conversations = Z dollars in sales

Prospecting is a challenge for many salespeople, and it can be really uncomfortable! And if you're not careful, uncomfortable situations can lead to something we at Sandler like to call verbal vomiting. In other words, you stop asking all the right questions and start talking too much instead. You end up sharing features and benefits instead of really uncovering if you're a good fit or not.

If you're in any customer service oriented role in your organization, chances are pretty good you hear complaints from time to time. If you handle those the right way, there may be a huge opportunity for growth.

If you're like many owners, CEOs, VPs of sales, and salespeople, you'd love to land more large accounts. However, large accounts typically have multiple decision makers involved in the process, and that can be a challenge.

From time to time, our team will be talking with someone in leadership at another organization about working with us, and the conversation gets to the investment.

"So what kind of investment are we talking about?" the other person might ask.

If we're not careful, we can get in our own way. We make assumptions about how our prospects will react to something and can really foul things up. It happens all the time! You have to take care of those things early on in the process.