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Referral Sales Articles

Oct, 01 2008 | Referral Sales

Treat the Problem, Not the Symptom

You’d be surprised at how often I hear, “My salespeople can’t close.” I flinch when I hear sales executives tell me their salespeople can’t close, and that they want a training program about closing sales. Save your money. It’s never about closing. Never. That’s the symptom. The problem is the neglect the salesperson showed to […]

Sep, 01 2008 | Referral Sales

Say No to No’s and Yes to Referral Sales

There has been a longstanding mantra in sales: The more “No’s” we get, the closer we are to a “Yes.” Well, that’s garbage in my sales book. It’s old news, tired and worn out. It’s time to retire and bury this mantra. Think about it: Why would you spend your valuable time talking to people […]

Jul, 01 2008 | Referral Sales

Dig for Gold: Dump the Suspects, Lock in on Prospecting

Prospecting The Web 2.0 world promises to increase our prospecting productivity by delivering qualified leads to our inbox at the prospect’s time of need. But take a closer look: Are these leads really qualified, or are they merely suspects? Prospecting traditionally has been a random assortment of activities. Website lead generation, special offers, email campaigns, […]

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