Have you ever fallen victim to promises of something that would happen after the first of the year–mainly promises you’ve made to yourself. We’ll look at that in our Thought of the Day. And in our interview segment, Meridith Elliott Powell helps us work through everything about the holiday season that can hold our business back, and instead take us forward.
In this episode Bob welcomes one of the premiere teachers and practitioners of sales (both traditional and online), Kendrick Shope. Kendrick Shope is the CEO and creator of the Authentic Selling® process, as well as a highly-sought after speaker and media personality. She created the Authentic Selling® process to remove what she calls the “ick” factor of selling. As she says, “if you’re engaging in an activity that makes you feel icky, sleazy, or slimy, you are not going to create the results you desire.”
In this episode Bob Burg continued his earlier discussion on one of the most profitable aspects of an entrepreneur’s or salesperson’s business…referrals… Influential Referrals Follow-through.
The advantage of running your business through mainly referrals and customer introductions is self-evident. Who would even argue otherwise. The problem for many salespeople, however, is an inability to ask. And, even when they do, it rarely results in referrals. You may have even asked for a referral from a customer or client who truly knew, liked, and trusted you, but when you did, they responded with something that sounded like: “Well, I can’t think of anyone right now. But, when I do, I’ll definitely let you know.” Did you ever hear from them again? At least regarding a referral? Possibly. But…unfortunately probably not.