When was the last time you gave one of your customers a referral?
Our goal is to not just sell, but to help others. I get truly jazzed each time I get to help someone else by way of a referral. At the end of the day, that’s what our role is — helping others. Professionals like you and me are not threatened by referring our customers even to a competitor. In other words, let’s say you know of someone else who could better serve your customer in a particular area than you can. The true professional knows it’s more important to ensure the customer is served at 110% than for themselves as the sales representative to get the sale serving the customer at 80%.
When a salesperson can refer a customer to someone else in place of taking the business, then they’ve truly reached the pinnacle of serving. It’s a sweet spot of serving your customer…being able to put their needs above your own in this particular way.
4 Responses
Using the approach that mark suggests turns a salesperson from being a “commercial visitor” to a “valued resource.” It’s the difference between being tolerated when we show up to being welcomed.
Using the approach that mark suggests turns a salesperson from being a “commercial visitor” to a “valued resource.” It’s the difference between being tolerated when we show up to being welcomed.
+1