Sales Blog for Sales and Sales Management

Isn't it great when your sales reps hear  'sales stuff that works'? Below is a quick testimonial from one of our clients following a session conducted by Mark Trinkle, one of our sales development experts.  The topic taught was 'Getting Introductions'. 

Here is the email he received:

  'Wanted to follow up on our SME Training from yesterday.  Karl and I just finished a joint appointment with a mutual client of ours.  Karl immediately, shortly after sitting down (he beat me to the punch) went through the Introduction SME training and the client was VERY Receptive to the process and provided two names for us to follow up on.  The client is going to reach out to the prospects on our behalf, tell them to accept our call, that we are good guys, do good things, and that it's okay to say NO.   VERY Easy process and Very Easy Results.' 

Thank you,

Garrett C. Doan
Vice President
Senior Relationship Manager, Business Banking 

Getting introductions has been made very complicated by systems and processes available in other training programs.  We've chosen a very simple approach that gets to the point, is easy to execute, and more times than not, your center of influence and client is more than happy to comply and provide you with the introductions instead of referrals. 

Here are the three steps:

1. Comment to client or center of influence:  "I'm growing my business and I believe you can help."  (The individual will respond with 'How can I do that?')
2. Question to individual:  "If you were me doing what I do, who would you call on?"  (They will give you a name or give you a lame excuse like - 'I can't think of anyone'.  Understand that the comment isn't the truth. They can think of someone if you help them.  That will be step 3a.)
3. Question to individual once you get a name:  "I don't suppose you could introduce me and tell them that:  a) they should take my call and meet with me, b) tell them I'm a good person, c) we do good work for you, and finally d) after we meet, if they don't feel like there is a fit, they can tell me no.