I've been operating in a sales capacity for at least the last 15 years. During that time I've realized that there are only four things a sales person needs to do to increase their sales revenue, increase close rates and build a fantastic reputation in your market place.
The Referability Habits from Strategic Coach® and my coach Dan Sullivan is the perfect summation of what it takes to become a much better salesperson. In fact, it will help you become a better person in general. Dan outlines four things that are key to becoming more referable in your market place. Become more referable will automatically increase your sales revenue. It works like magic.
I am obsessed with following through on my commitments. I can't sleep at night if I think I missed something. I'm not perfect, and do miss things from time to time.
When you always follow thru on your commitments people trust you. People only buy from people they trust and can rely on. If you say you are going to do something and don't follow thru your credibility will be gone and the possibility of closing the deal will go right with it.
It's great if you are dependable and do what you say each and every time, but I don't think it's enough. In our society, we want instant gratification. Part of doing what you say is responding quickly. When I say quickly, it has to be 24 hours or less.
Each client or customer you work with has what I call a "half-life of enthusiasm". Meaning, there is just a short period of time where they are excited to work with you. The longer you wait to respond the less interested they become in working with you.
No one likes a quitter or someone who starts something and then bails before the work is complete. Every client wants their issues resolved and and the work product to be 100% complete.
When I'm working with clients, I'm obsessed with getting to resolution on all issues. We don't start talking about an issue if we have no intention to solve it.
By always finishing what you start you become a dependable and intentional resource for your clients where they trust you to solve their issues.
No one will every buy from someone who is consistently late. It shows that you don't respect or value their most precious resource. Time is the most valuable resource on the planet. By showing up late to meetings, calls, or any other event you show that you don't value and appreciate the other human beings.
I show up early for everything. Again, I'm not perfect and make mistakes, but 99.9% of the time I show up at least 1 hour early to all of my client meetings if it's in my location or a neutral location and at least fifteen minutes early if it's in the clients location.
People who are constantly late are disorganized, lack integrity, and show complete disregard for the other people involved.
You will sell more, get more referrals and be more respected if you show up to every meeting early and over prepared.
Showing gratitude and appreciation to your clients is one of the best ways to build a great relationship. There are a few ways you can do this. The first is by actually saying please and thank you like your mother taught you.
Another great way to show appreciation is strategic gifting. Sending tokens of gratitude to your clients will drive referrals and repeat business. I use the book by John Ruhlin, Giftology.
By following these four simple rules you will have a competitive advantage in your market place. I've built an entire career by being more responsive than most.
The key to being able to fulfill The Referability Habits is by saying "no" to pretty much everything.
The difference between successful people and really successful people is that really successful people say no to almost everything.Warren Buffett
If you purposely limit the things you say yes to, it will be easier to follow through on your commitments, close more deals, and increase your sales.
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