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Aug, 25 2009 | Referral Sales

Don’t Leave Home Without It

Take your referral-selling system with you! Hardcover, Paperback, and now on Kindle! You asked, and it’s here. My book, No More Cold Calling™: the Breakthrough System That Will Leave Your Competition in the Dust is now on Kindle. The two biggest challenges salespeople consistently face are: 1. Getting the meeting at the level that counts […]

Aug, 19 2009 | Referral Sales

How to Bypass the Gatekeeper

Get the meeting at the level that counts: Four key sales strategies to get you in and out with sales in hand.  I’m tired of reading and hearing about how to get past the gatekeeper. Emails, articles, news flashes, blasts, webinars, podcasts… they make my blood boil. These “gatekeeper” tactics are insincere, duplicitous, unprofessional, offensive, […]

Aug, 12 2009 | Referral Sales

Please Say, “Thank You.”

Maybe I’m from another planet. I was taught that when you receive a gift, you say thank you. It’s polite and respectful. I give my book, No More Cold Calling, The Breakthrough System That Will Leave Your Competition in the Dust, to many people–when I speak about referrals, attend sales networking events, or to colleagues […]

Jul, 28 2009 | Referral Sales

Shake off the Recession

Get Over the Recession: Three Key Tips to Referral-Sales Success The recession is old news. Get over it, already. It’s time to define your own business success with a proven, results-oriented sales methodology: referral selling. I’m tired of recession talk. The National Bureau of Economic Research reported in December 2008 that the U.S. economic recession […]

Apr, 01 2009 | Referral Sales

Deepen Your Client Relationships & Grow Your Business with an Unexpected Referral “Partner”

Why would you ask a competitor for a referral? It almost sounds ridiculous-until you think about it. Maybe you have a solution that your “so-called” competitor doesn’t have. Perhaps your competitor doesn’t have the bandwidth to service a new client and can use your talent. Perhaps the competition has expertise in an industry that you […]

Mar, 01 2009 | Referral Sales

Everyone Is Part of the Sales Team – Everyone

People who are not in traditional sales roles are being asked more and more by their companies to source new business. Attorneys often say, “I didn’t go to law school to sell.” Accountants, consultants, sales support, engineers, bankers, and account managers are sometimes faced with the task of participating in the selling process.

Feb, 01 2009 | Referral Sales

If You Don’t Ask, You Don’t Sell

We all want more business referrals. Many of us believe that because our business is complex and sophisticated, that only certain people are good connections – meaning that only certain people are good for business development. This assumption is just wrong. Everyone knows someone: You just need to ask. The World Is Your Oyster Business […]

Jan, 01 2009 | Referral Sales

5 Tips to Build Your “Executive Cabinet for Sales Success”

5 Tips to Build Your “Executive Cabinet for Sales Success” President-elects of the United States typically spend the two months of transition between Election Day and their Inauguration assembling their Cabinet and top advisors. President-Elect Barack Obama is no different. The nation and world have been watching with curiosity and interest as to whom Obama […]

Dec, 01 2008 | Referral Sales

Networking Tips to Build Your Business Referral Network

Woody Allen said, “Eighty percent of life is showing up.”   He also said “Seventy percent of success in life is showing up.” No matter how you slice it, showing up counts! That’s one of the best networking tips around. At holiday time, you have an exceptional opportunity to meet new people at a very […]

Nov, 01 2008 | Referral Sales

So You Don’t Like to Network…

So You Don’t Like to Network… Why is it that so many people don’t like to network? When I tell my clients that I expect them to attend at least one business-networking event each week, there is an audible gasp. It’s as if I’m asking them to do something terrible. Part of the reason for […]

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