November Sales Tip

Monday 29th Nov 2010

Most sales people understand that referral business can be the best business and they do their best to focus on referrals, but still struggle to generate as many referrals as they would like...and here's one of the biggest mistakes they do?

They ask questions like "Do you know if anyone else that would like to buy a car, house, investment property, shoes, web service provider, financial adviser, better home loan, education program, course, investment solution etc..."

We then get told that the most common responses are "I can"t think of anyone" "Not at the moment" "If I do think of someone I’ll let you know" "Let me check with them first bla bla bla..."

Solution... Do the OWL!  Stumped, then let me explain!

Firstly we have to understand that the brain is like a filing cabinet and it can store practically everything. The problem us humans have is the ability to recall this stored information effectively, and when we ask someone "Do you know if anyone else would like..." you are not actually asking the brain to go search for anywhere specific to find the names of people they would like to refer.

Imagine your boss asking you on your first day at work to tell him what the last 2 years sales figures were...you’d guess it would be stored somewhere in the office but your initial response would probably be "I don’t know" "I’ll have to check with someone first."

So instead of being generic, be specific when asking for referrals and Do the OWL!

"Two barred owls that are perched in different trees call to each other loudly, "WHOO-WHOO-WHOO."

"Who from you’re family or friends would like to..." "Who from you’re colleagues at work or that work near here would like to..." "Who from your partners or friends in business would like to..." "Who from the guys at footy or girls from netball would like to..." "Who from, Who from, Who from"

So make sure you Do the OWL and isolate faces to make it easy for your clients to give you all the referrals you need!