You Must Give To Get!

This week I learned possibly one of the most important pieces of my sales life thus far.

"It is better to take an order from a motivated referral, than it is to sell to a defensive buyer!"

What this saying means is that to become a great sales person, instead of just a good sales person you have to earn it.

So how do you earn it you ask!

It is simple! You earn it by making your value to your potential client so great that they start to see you as a friend, or better yet a trusted advisor, rather than some annoying sales person. To do this you must provide them with exactly what you are looking for, MORE BUSINESS!! Now I am not saying this is easy, trust me I grew up in sales and just figuring out now how to do this effectively, and it still is not easy!! But, I have already started to see just how much it pays off by working hard for your clients. Let me tell you what I have done so you can see how this can work for you.

This week I dedicated myself to taking the new people I have met at the YEC event I attended and finding them either new business from my current contacts or solutions to express issues they were having. I did this quickly and efficiently without them asking. I did it so that it was not seen as a burden rather a kind gesture on my part. Now, let me just tell you this was not by any shape or form easy. For 2 of them I spent almost 6 - 8 hours researching the best possibly client's for them and then calling upon my client's that fit in that category. But, the reward from all this hard work has just paid off is ACES!! One of the client's I did this for just referred me a multimillion dollar potential client that just started looking for call center services. Because of my hard work my client referred them to me and told the client there is no other call center they would ever trust more than ACA!

I wanted to tell you this whole story so you can see that this is not just smoke I am blowing up your back side to get you to read my blogs. This is real life, and real dollars and cents. If you are eager to make money, and when I say money I mean LOTS & LOTS of MONEY!!! Then you must be willing to put in the time and effort to make it worth your potential client's time to work with you and buy your product/services. You do this by research, backward referrals to your client, and always fulfilling on the promised you make to your clientele. Done properly the days of cold calls, cold lead selling, & begging clients for referrals will be over. The days of order taking for referrals sent over to you will begin. Then you can tell everyone how proud you are to FISH IN A BARRELL!!!


Bio: Michael McMillan is the director of Sales & Marketing for Answer Center America, Inc. “You Must Give To Get!” talks about how giving value first really makes sales so much easier. For more information on ACA's services please visit http://www.goacanow.com.