Dear Todd,
Happy Fourth of July!
Welcome new clients to the TBN Sales Solutions
family:
JDM Infrastructure, www.jdmi.net
(Contact Harry Dykeman, Sales Manager, (312)
382-0062 or e-mail hdykeman@jdmi.net for services)
Thanks also to Wadsworth Pumps, Imagistics, and
E-chx, Inc. for participating in "Bad Economy? Sell
Your Way
Out of It!" teleseminar.
Sincerely,
Todd Natenberg
Sales Trainer/Consultant/Author
Sales Tip of the Month
Referrals.
There is no better way to earn clients than with the
help of others. Cold calling and telemarketing are
necessary, but what separates the
good reps from the average reps are those who can
best get referrals. And what separates the
OUTSTANDING reps from the good reps are those who
don't settle.
Obtaining referrals is about more than just asking
customers for them. It's about knowing when to ask,
who to ask, and what to ask.
When to ask?
Ask for referrals any time you find there is synergy
between you and whoever you are speaking with.
Don't limit yourself to customers upon successful
delivery of your service. Sure, this is a terrific time. But
other prime opportunities include when the customer
signs on the dotted line. Some salespeople argue that
until they "prove" they will deliver on their promise, a
customer would not want to refer them business.
But if a customer had any doubts as to your service
operating or the product working, they would not
buy. They'd voice objections. They think they've made
a great decision. They believe in you. Believe in
yourself.
Who to ask?
If we agree asking for referrals is about having synergy
with who you are speaking, then this list goes well
beyond customers.
Prospects, those you meet at networking events,
family, friends, internal employees, past customers from
previous jobs and past prospects from previous jobs are
all potentials referrals source.
In addition, current vendors can be great opportunities.
This includes your accountant, lawyer, barber,
insurance provider, office supplies and phone
provider.
Here's some suggested verbiage when approaching
vendors:
"Much as I have been a loyal customer of yours,
perhaps you or those you know can become a customer
of mine."
What to ask?
Remember techniques we mentioned a
couple months back in a previous edition of
Skyrocketing Sales Solutions regarding the most
powerful words we can use: Smile, the word help
and someone's name. Now's the time to revisit it.
Here's how it may sound:
"John, I was wondering if you could help me. You
know
how hard jobs are like mine. Do you know of anyone
who could benefit from our services. My ideal clients
are companies like...
"You do? Terrific. I'm going to get real greedy now. Do
you still talk to them? It would really HELP me if you
could leave them a message telling them I will
call."
Find out more....
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Your thoughts? |
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NEW Survey of the Month
"Who do you think is the #1 salesperson in the
country?"
a)Oprah Winfrey
b)Former President Bill Clinton
c)Current President George W. Bush
d) Former Basketball Star Michael Jordan
e) Businesswoman Martha Stewart
To submit your answer, click on the link below or e-mail
todd@toddnatenberg.com. We will publish the results in
next month's issue.
Submit answer »
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Lunch and Learns |
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In response to the overwhelming success of this
month's teleseminars, TBN Sales Solutions is expanding
the "Bad Economy? Sell Your Way Out Of it" Series.
"Lunch and Learns" will run Mondays, 12 p.m.-1:30
p.m., Chicago central time, starting July 7.
Payment due prior to first class.
1. Monday, July 7
"The Strength of Structure"
(Goal-Setting and Time Management)
2. Monday, July 14
"Earn the Right to Sell"
(Prospecting)
3. Monday, July 21
"Sell How You Want to Buy"
(Running a Sales Call)
4. Monday, July 28
"The Knowledge of Networking"
(Networking)
5. Monday, Aug. 4
"Overcoming Objections"
(Objection Handling)
6. Monday, Aug. 11
"The Richness of Referals"
(Obtaining/Utilizing Referrals)
$49.95/class, $30.00/for a friend when both sign up;
$200 if you sign up for all 6!
Payment due in full before first class.
Call Todd at 773-755-1306 or e-mail
todd@toddnatenberg.com with questions. Outside
Chicago, call toll-free 866-464-0339.
Sign me up! »
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Brian Tracy endorses Todd's book! |
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"This powerful, practical, fast-moving book gives you a
series of proven techniques you can use to get your
sales career off to a fast start." --
Brian Tracy, Author, TurboStrategy commenting
on "I just got a job in sales! Now what?" A
Playbook for Skyrocketing Your Commissions,
by
Todd Natenberg, due out
Sept. 1, 2003
Preorder your copy for only $19.95, a 20% discount off
the retail price!
Order my copy »
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Where's Todd? |
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Look for another article by Todd, "Always Leave Voice
Mail" in the June issue of Selling!
magazine.
On July 3, Todd will speak to the O'hare Rotary Club
about his book, The Journey Within: Two Months
On Kibbutz, which chronicles his amazing
adventures of self-discovery and personal growth
volunteering on an Israeli kibbutz in the summer of 2000.
"This training has been excellent and will
definitely be
extremely beneficial both personally and professionally.
The whole sales process was taught very well and Todd
has excellent analysis and experiences to share with
students" --
Lisa Oroni, E-chx, Inc.
FREE CONSULTATION
Call Todd at 773-755-1306, outside Chicago 866-
464-0339, or e-mail him at todd@toddnatenberg.com to
schedule an appointment.
Happy selling!
Contact us today! »
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