From the course: Persuasive Selling
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When is the best time to ask?
- Have you ever agreed to do business with someone who immediately upon closing this deal says something like this, "Pat, thanks for doing business with me. "You came to me by way of referral "so I was wondering if you know anyone else "who might want the products or services that I offer?" Personally, I hate that approach. I understand the rationale behind it. The customer is happy. You want to get names before anything could go wrong. If you don't ask right away, you'll forget and other reasons. But I think there are a couple of problems with this approach. First, it comes across like a typical sales person who's only concerned with the next sale and not the current customer. Second, the customer isn't mentally prepared to talk about referrals. Even if you get some names and numbers, it's likely they'll just give you the information to get you off their back. I'm going to share with you a much better approach…
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