I may not refer you to my colleagues even if I think highly of you because I am unsure of whether my colleague is open to having you call. I may not be sure of what you will say and I do not want either to be embarrassed. However, if you let me call my colleague in advance, and see if they would be interested in talking to you and have problem you can fix, it is a win for everyone involved. it is a win the colleague because he gets a recommendation to a trusted source; it is a win for you because you will close half of this type of introduction; and it is a win for me because I helped two people I care about. Change your beliefs about introductions and watch your production soar while your prospecting time shrinks.
Archives for November 2013
Slump Busters
November 1, 2013 by Leave a Comment
When baseball players are in a slump, they go back to basics. They shorten their stroke; they focus on making contact instead of over swinging; and they take extra batting practice. Salespeople should do the same. Go back to the basics. Work on near term deals instead of “home runs”. Make contact by prospecting consistently and patiently, don’t rush through the calls. And make extra calls. The calls that don’t work are like batting practice.
