Today, I really want to focus on sales leaders for this strategy. Specifically, any sales leader who has a team who needs to set targets or an individual who sets their own targets such as a business owner or an individual contributor.
Recently, I’ve been working with a lot of financial selling professionals. This particular group was whining to me that they used to ask for referrals all the time, but they were terrible. They got referrals from people that they didn’t want to do business with, who weren’t a good fit, etc. At that point, they had just given up and thought that referrals don’t work.
Nothing kills a proposal faster than when you add so much value and so many extra benefits that the client says, ” Hey, I don’t need this much. This will be too expensive. This company doesn’t understand my needs. I’m just going to walk away.”