Part 16 of 20: HubSpot Sales Statistics…With Secret Sauce Added

16.    Salespeople who seek out and use referrals earn 4–5x more sales

A whopping 91 percent of customers say they would be willing to give referrals for companies and products they are happy with, but only 11 percent of salespeople ask for them!

Word-of-Mouth_Referrals-1280x720

Salespeople
Yikes! These are crazy numbers! And yet, as I read them I know that AS a salesperson, this is my weakest area. Maybe it’s habit, maybe it’s discomfort asking for more than the sale that was just closed, maybe it’s a lack of skill or language to ask with confidence. In any case, it needs to be an essential element of the sales process and of sales training and coaching.

Sales Managers

We can focus on marketing actions all day when the closer and more intimate action of asking for referrals lays dormant. Let’s give this a shot and measure the results.  Make it a 90-day experiment with frequent reminders, inspection, discussion. This will change when sales managers take this on as a priority and share results with the team.

oxo,

Jody

Jody Smiling Photo copy

“What’s the Next Step?”

“What’s the Next Step?”

For sales managers, everywhere
 
As I have said previously, I get most of my blog material from coaching calls and training meetings. The things that come up during those precious times together are rich in material.
On a call last week with the Michael Alan Furniture and Design team in Lake Havasu City, AZ, their sales manager Dave shared what he does with any and every
Next-Steps-2018_0salesperson/designer after a customer interaction completes. He simply asks
“What’s the next step?” and from there
discovers that something either happened or didn’t…which leads to further questions. Brilliant.
So tell me, what are you asking your sales team after an interaction with a prospect/customer? If you aren’t consciously and consistently doing that, begin to make it a habit. You will see results immediately.
Now, go help your team to sell something.
oxo,
Jody
Jody Smiling Photo copy

Customers Don’t Know What They Want

For sales professionals, everywhere
Customers Don’t Know What They Want…
Really? Is that accurate?
I hear that a lot from salespeople who are not closing the sale or finding the right solution for the customer. If you think this, you will limit your engagement to find out what is driving the customers decision and what they want the solution to do. Couple Looking at Swatches With Saleswoman-33925616_XXXLarge.e796de60
What if customers really DO know what they want – they just don’t know what the solution will look like or what is available as a solution?  Align the expectation with where the customer is in their buying process: if they are early in the process, they may not know what they can do or what is out there for them….but they know what isn’t working NOW and what they would like in the FUTURE.
Be compassionate to where they are in their decision making process and ask more questions. Customers aren’t required to know the solution – that is the salesperson’s job to help with that. They came in the door…the rest is up to you.

Now, go sell something.
oxo,
Jody
Jody Smiling Photo copy