appario newsletter 25 september 2013
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Are you referable?TRANSCRIPT
APPARIO PTE LTD 2013 www.appario.net / www.facebook.com/appario
By Lars Culmann - the sales & advisory specialist
Are you referable?
ABOUT US
THAT’S USappario Pte - Ltd - corporate trainers with a strong focus on client-centric sales & advisory training
CORE COMPETENCESSales & Advisory Training, Presentation Skills, Social Media - more than twenty years of experience
LOCATION & CONTACTSingapore - we offer all training globally in both English & German
Tel.: +65 9772 1044
OUR MISSION“We believe in strong customer focus in combination with a structured step-by-step approach” - everybody can become a sales-professional!
APPARIO NEWSLETTER - KEEP IT SHORT & SIMPLE! SEPTEMBER 2013
There are some businesses, some products and some people that are just easier to refer - some months you have lots of new leads and others none at all - that’s life, do not give up!
Why you might not get referred
1. You are not very good at what you do - not just bad for referrals!
2. You are not reliable – be right in time, give feed back etc.
3.You are unpredictable – create you “referral behavior”.
4. You aren’t very likable – ignore personal preferences, be openminded (nationality, culture, language etc.).
5. You are overpriced – set up different price models, sell “test – offers” / free consultations.
6. You do not give referrals – it’s a give and take game.
How do you get referrals
1. Just ask for a referral – it is that easy, people won’t kill you.
2. Make sure that others have all the information of you theyneed – brief presentation, business cards, sample of your product.
3. Be patient - do not forget, it is a long run procedure!
Lars Culmann - the sales & advisory specialist