‘Mastering the World of Selling’

When one of your business relationships passes you a referral, don’t assume that the prospect is ready to hear a presentation on your product or service. When an associate passes you a referral, say thanks . . . then start digging for more information.

You will want to determine whether what you offer is a fit for what the prospect needs.  Taking the time to do this upfront saves a lot of time and energy–for both you and the prospect. Exactly what does the prospect do? What products or services does he want from you? Will your offerings truly fulfill his needs? What is his behavioral style? What are his business goals? How large is his company?

Even with the referral in hand, don’t skip steps in your sales process. Before you approach the prospect, decide on a strategy based on whatever you can find out about him–the same as you would when preparing for any sale. Although the prospect was referred to you, all you’ve really received is an opportunity to approach the prospect with a favorable introduction. (This is not a bad thing–a single referral can open the door to a prospect it may have taken weeks, months or even years to connect with–if you even could at all.)  But whether the prospect becomes a client or not depends on how well you convince him that what you offer, at the price and under the conditions you offer it, will fulfill his needs.

It’s always a good idea to consistently hone your sales skills and strategies. If you need a good sales resource, look no further than Mastering the World of Selling.  It’s a brand-new book by Eric Taylor and David Riklan, and it contains one of the greatest collections of sales training wisdom for the 21st century that I’ve ever come across. It features sales strategies and advice from 89 of the world’s top experts including Brian Tracy, Zig Ziglar, Tom Hopkins, Jeffrey Gitomer, yours truly and more. 🙂  To find out more about Mastering the world of Selling, click here.

Do you have any dynamite sales wisdom that you’ve picked up over the years?  If so, I invite you to share it here by leaving a comment–there’s no such thing as too much useful information.  Thanks!

Learning to Use the Law of Reciprocity: 4 Tips

I posted a blog this past Monday explaining what networkers need to know about the law of reciprocity, and I promised that I’d follow up today with some tips on what to keep in mind as you learn to use the law of reciprocity in your networking efforts. Below you will find four very important things to remember:

Tip No. 1–Giving means helping others achieve success. What is your plan to contribute to others? How much time and energy can you spare for this? Do you actively seek out opportunities to help people? You could volunteer to help out with something that’s important to someone in your network, offer advice or support in time of need, or even work hard to connect someone to a valuable contact of yours.

Tip No. 2–The person who helps you will not necessarily be the person you helped. Zig Ziglar says, “If you help enough people get what they want, you will get what you want.” In other words, what goes around comes around. If you focus intently on helping others, you will achieve success in the end.

Tip No. 3–The law of reciprocity can be measured. It is a myth that networking cannot be measured and, in my latest book, Networking Like a Pro, my co-authors and I use the Networking Scorecard Worksheet, part of the Certified Networker Program offered through the Referral Institute, to measure networking. If you apply the law of reciprocity, you will see your weekly total networking score gradually rise.

Tip No. 4–Success takes getting involved. Contrary to Woody Allen’s assertion that “90 percent of success is just showing up,” you have to do more than simply be present to be a successful networker. If you join a chamber of commerce, become an ambassador. If you join a BNI chapter, get involved in the leadership team. If you join a civic organization, get on a committee. The law of reciprocity requires giving to the group; it will pay you back many times over.

A master networker understands that, although networking is not the end but simply the means to growing a business, service to your network of contacts must always be uppermost in your networking activities. Once you have established a solid reputation as someone who cares about the success of others, the law of reciprocity will reward you with an abundance of high quality referrals.

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