I work with so many companies that WANT to have a great referral program (who doesn’t right?) – but spend very little time strategizing on how to create one.  When I ask them about their referral program, almost all business leaders will say “yes, we do get some referrals.” – and I always ask them the same question; “ok great, now what IS the strategy, how do you train it, and how do you manage it?” – of which, every time, I get a blank stare.  So, immediately, the business leaders declares “from now on, its MANDATORY that ALL sal... More
 

One of the most important keys to sales and persuasion is the understanding that when you find someone’s Gap (ie: the difference between where they are now vs. where they want to be, or could be) you then have the power to help them make a change. So many salespeople want to immediately start talking about themselves, their product, or their service – and they do it with great enthusiasm. The main problem is that they are enthusiastically persuading in the wrong way  - they miss this key understanding: People will only take action on something that is perceived to either: a)... More