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Referrals – The Master Key To Winning Sales

People trust their friends for advice they don’t trust strangers, especially those of us in sales. If they have a friend who is happy with your company, they are much more likely to consider you as a vendor. so If you can get your customers to recommend your business, their friends are much more likely to become loyal clients too. Way too often, sellers fail to leverage these relationships. In this episode we learn that one of the master keys to winning sales, referrals.

Today’s guest is John Spence. John is recognized business thought leaders, international keynote speaker and management consultant. John has written five books on business and life success and he currently has a fascination with the topic of referrals, the master key to winning sales.

5 Keys To Referrals

Key 1 – Make sure your product or service is remarkable and reliably provides Value Differention. This includes you as a salesperson. You must be remarkable.

Key 2 – Study master sellers and do what they do.

Key 3 – Know your KNL – Knowledge, Network, and Love

* Know your products and services

* Who do you know and can help you

* Be loved by your clients

Key 4 – At the end of the day answer three questions:

* What did I learn today

* Who did I meet today

* Did I live my values

Key 5 – Build a Sales Process e.g. , Know our Ideal Client and market to them until they know you. Ensure they like you as a good person, and the trust you as a credible seller. Then make it easy to try you, buy you, repeat buy and then referrals to others.

Take Action Today

Read more and study your craft. Read one book every other month.  6 a year and your in the top 10%.

How To Find John Spence

Website:    johnspence.com

Email:    john @ Johnspence.com

Free Sales Babble Gift:   johnspence.com/salesbabble

 

Lead Generation Strategies

Learn how to generate leads in other epiodes:

* Looking for Leads with Social Media, an interview with Brian Basilico #34

* SB029- How To Generate Leads on LinkedIn, an Interview with Patrick McFadden.

* Crossing the Chasm an Interview with author Geoffrey Moore

* SB020 – Down to Earth Sales, an interview with Diana Schneidman

* Pleasantly Persistent Sales With Thomas Ellis #15

Understanding the Value of Testimonials #126

Customer testimonials provide a powerful tool for marketing and sales. They can be featured on your website, brochures, anyplace prospective customers learn about your company. Most prospects don’t want to be the first ones to buy from a company. They want to learn what others think in order to make an informed decision.  Today’s episode is spent understanding the value of testimonials, the framework of a great testimonial, how to collect testimonials from your client and where to use them.

Testimonial Action Guide

To make it easy to implement this episode, we’ve created a Testimonial Action Guide.

 

 

 

 

Download the Testimonial Sales Guide Here 

Yep, I’m going to collect your email and put you on my email list. Trust I’ll only send you updates on each podcast and a few others sales handouts too.  I believe in honest sales and full disclosure. Join me!

 

 

We're in China ! In this episode Denise and Pat talk about thier first impressions of living in China regarding travel language food and eBikes

We're in China ! In this episode Denise and Pat talk about thier first impressions of living in China regarding travel language food and eBikes

Speaking Skills Win Sales with Mark Gai

In this episode we meet body language and public speaking expert Mark Gai. Mark and I talk about the mindset of a great communicator and things you can do to take your selling presentation skills to the next level. With great speaking skills, you can win sales.

Steps to Speaking Success

* Assess your speaking skills. Do this by recording your conversations or better yet, video recording your communication. Don’t forget to get permission from your guest.

* Genuinely listen to your audience and provide them with the help they need.

* Breath when you speak, from deep down in your belly.

* Generate charisma, by giving your prospect value in your communication.

Body Language the Power of it in Sales

Listening is only part of the equation when it comes to communication.  You need to speak well too.  Communication is a two way street. The only way you can truly qualify a client is to ask insightful questions, listen, engage, and focus your energy on the person. Far too often sellier focus instead on the next thing THEY want to share. It’s not about you, it’s about THEM.

How To Connect With Mark Gai

Mark is easily found throughout the internet:

Mark’s Website  http://markgai.com 

Mark on Twitter https://twitter.com/SpeakBrave

Direct Phone (407) 545-7155

E-mail: [email protected]

Facebook 

Sales Presentation Tips

Here are some other links on sales presentation topics you may find of interest.

* Educate While You Negotiate with Jeanette Nyden #85

* How to PRESENT a terrific sales presentation

* Acting For Sales with Julie Hansen #69

* How To Use Improv When Selling with Sean Kelley #66

* How To Sell a Fine Dining Experience with Tony DeSalvo #62

* SB032 – How Sellers are the Plucky Sidekick an Interview with Aprille Janes

* SB021 | Powerful Presentations and Demos that Persuade

* Powerful  Presentations and Demos that Persuade

Lessons Learned at a Software Startup with Johnny Campbell

This is the second part of two part series where our guest Johnny Campbell shares the story of Interactive Facebook Television – IFBTV.  Johnny was a founder of a software startup. Sadly not all went as planned.

The Saga of Interactive Facebook Television

Johnny was a pioneer in making money with Social Media starting in 2009-2010. He and his fellow founders had an idea.   They wanted to tie  together video and Facebook.  Subscribers could watch videos and able to order products online.  The business model was commissioned based. They gave away IFBTV to members with large audiences and fan pages.   IFBTV  could type content into their account.

The founders end game goal was to sell to Facebook.

Trouble on the Horizon

The roll out had timing issues. It was too innovative for the times. Facebook was not ready at that time. There was no offer to be purchased. IFBTV was  running out of money. Outside investors had other ideas and recommended a pivot.  Many of the founders considered a pivot.  Founders lost focus on the goal to sell.  Johnny wanted a proof of concept such that they could be acquired. Not all the founders agreed.

Their Ideal Client – Face Book Fan Pages in the industry of Music, Artists, and Politicians.

Progress vs Perfection

Successful Startup is dependent upon ….

* Know your Ideal Client

* Have clarity on your intent.

* Unbundle what you’ve done,

* Don’t let Ego drive decisions.

Where to Connect with Johnny Campbell

Riseupandwin.com – Promotional products

LinkedIn  Johnny Campbell the Transition Man

30 minute free consulation [email protected] Subject: 30 Minute Babble Session

Listen next week for Johnny’s Start up Story

Win Sales with Mindset Sequence and Systems with Johnny Campbell

In this episode Johnny Campbell shows how to win sales with mindset, sequence and systems. Too many people in sales spend their day winging it. They shoot from the hip trying to earn new business.

Today’s guest disagrees with that tact. Johnny Campbell is an entrepreneur, business owner, professional speaker and technology founder of a software startup. He teaches business professionals how to sell more effectively and position their products and services to get more sales and increase margins. In this episode Johnny shows how to win sales with mindset, sequence and systems. With organization, sellers can zero in on prospects that are more likely to buy and win their business.

Three Keys to Win Sales

This is how to win sales with mindset, sequence and systems.

Mindset – Know your customer and their nature. All decisions are made in the context of Fear and Desire. Insurance sales is based on Fear, Car sales on Desire. Which is more important depends on your market. Understand that.

Sequence – Approach the sales from a process point of view. First educate, listen to wants, make and offer. Once you understand the sequence, then you can systemize.

Systems – Automate the buying process e.g Follow up, education, LinkedIn, Facebook, CRMs, YouTube videos, website, eliminate manual effort and make sales.

Know Your Ideal Client

Too often people fall in love with LinkedIn without having a sequence e.g the goal is to get an appointment. lLearn about the person, run a survey/questionnaire to prep for the appointment.

Qualify via the survey. If they don’t fill out the survey, they are not a buyer. Know like trust goes much smoother in the meeting due to the homework done. A survey makes the appointment more efficient and timely way to win sales with mindset, sequence and systems.

Buying Ideal Avatar

Find those who are qualified to buy, not just need your product or service, but actually buy. If you sell to everybody, you sell to nobody – Be a Boutique. Learn what drives and impacts the marketplace. Know that Buyers have a buying criteria process. You should too.

Advice for the Day

Look at your past sales, and look for common patterns, then focus on that community only. You will be more productive, efficient and successful in sales.

Where to Connect with Johnny Campbell

Riseupandwin.com – Promotional products

LinkedIn  Johnny Campbell the Transition Man

30 minute free consulation [email protected] Subject: 30 Minute Babble Session

Listen next week for Johnny’s Start up Story