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A fatal flaw of most sales Reps that can fix right now.

Jun 25, 2008
Do you know who your next door neighbor is? Most Americans don't have any idea who lives across the street. We can thank too much television and the internet for that. Whatever happened to the good old days of "you watch my kids and I'll watch yours"? Try this on for size: go out and plan a block party. You'll be amazed at the results and you may just try this with your sales team. One fatal flaw of a sales rep is forgetting to sell next door. They may have a great client in building A, which loves them. However, I ask why don't they sell to building B and C or better yet take client A to building B and C. Go with them and teach them the story of your most recent block party and how you had a chance to meet your neighbor

Get your kids to help you hang an invite on every door, order 20 pizzas and get to know your next door neighbors. Now you may be asking, "What does this have to do with increasing my closing ratio?" Okay, here goes: who's your best client? I know you can answer that, but can you tell me what business is right next door to them? And and better yet--who is the decision maker? I'm amazed at the number of sales people who fail to go next door to their best client and ask for business. Or better yet, take that prized client next door and ask for an introduction. Talk about a referral!

By the way, if you own a business and you don't know who is next door, try taking your product next door for them to sample. Say you own a coffee shop and the guy next door is a barber. Take over some samples. Remember, people want to do business with people they know and what better way than to do business with your neighbor--or your neighbor's friends!

With this method your sales team's closing ratio can jump from 20% up to 64%? It can happen by just encouraging them to knock on the neighbor's door. It sounds too good to be true, but working on referrals is the quickest way to increase your closing ratio by almost 40%. Most managers tell us they make their sales team ask for referrals. Still most sales professionals fail to do so. Knock on that door next to your best client; it might just be your neighbor who can't wait to buy from you.

If you have more questions or sales challenges, log on to www.askdavetester.com
About the Author
sales and marketing help www.askdavetester.com for your free audio training in sales and marketing log on to www.sportstester.com great sales training is waiting for you at www.sportstester.com
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