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Apr, 20 2010 | Referral Sales

You Get What You Ask For—So Ask!

When it comes to referrals, the more specific you are, the more successful you’ll be. When I ask salespeople how I can help them with prospecting—who they’re looking for—they begin with “Anyone who…” “Anyone?” I’m confused. I don’t know who “anyone” is. Every salesperson recognizes their Ideal Clients. You know who they are. Don’t you […]

Apr, 15 2010 | Referral Sales

Don’t Tax Over Your Sales Pipeline

When you consistently ask for referrals, you build a qualified, robust sales pipeline with a close ratio of over 50 percent. Build your business as you work your business and get tangible and measurable results. Do it daily, and get un-taxed about business development and sales forecasting.

Apr, 01 2010 | Referral Sales

"Anatomy of a Cold Call"

Why is it that when the economy tanks, people who never before talked about referrals come out of the woodwork—and they have no idea what they’re talking about. Cold calls are a waste of your time. Get smart about referrals. Start here.

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