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Two More Vital Rules for Selling Anything to Anyone, Anywhere

Here are two more tips for sales people from the best-selling book The Pocket Guide for Sales Survival coauthored by Randy Bernard, TimeTrade’s vice president of sales, and Jason DeAmato.

The book features “161 Vital Rules for Selling Anything to Anyone, Anywhere” organized for beginner, intermediate, advanced and expert salespeople.

Rule 79: Always Check In

Is that fair? May I proceed? Should I continue? Does that make sense? Do you have any questions about that?

These are things you should always be asking your customers.

Make sure to check in early and often during your presentations.

If customers are hearing something for the first time, chances are they may have questions.

The key is to bring your customer along for the ride; don’t leave them behind.

Consistent “check ins” will ensure this!

Rule 39: Get Referrals

If you don’t have a steady flow of referrals, then something is wrong.

It either means that your product or service isn’t valued (in which case you should sell something else), or it means you’re not doing your job well enough.

Asking for referrals is something many salespeople hesitate to do or just don’t make time for, but don’t feel you are overstepping personal or professional boundaries.

Be proud of what you offer! Ask everyone for a referral.

Referrals convert at a higher percentage than any other lead source, so don’t miss your opportunity.

 

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Written by Kevin Flanagan

Kevin is director of content marketing for TimeTrade. He develops and curates the company’s public-facing information to enable customers and prospects to see the unique value TimeTrade solutions deliver to their businesses and teams. He also leads the company’s public relations program. In a high-technology career spanning three decades, Kevin has brought his communications and marketing expertise to a number of leading brands, including Verizon, PictureTel, Yankee Group, 3Com and Carbon Black. Before launching his tech career, Kevin honed his communications skills during 5 years as a radio news anchor and reporter. He earned a degree in English literature, but he credits his obsession with grammar, spelling and punctuation perfection to 12 years of daily drilling in parochial school.

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