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A fatal flaw of most sales Reps that can fix right now.

Do you know who your next door neighbor is? Most Americans don't have any idea who lives across the street. We can thank too much television and the internet for that. Whatever happened to the good old days of "you watch my kids and I'll watch yours"? Try this on for size: go out and plan a block party. You'll be amazed at the results and you may just try this with your sales team. One fatal flaw of a sales rep is forgetting to sell next door. They may have a great client in building A, which loves them. However, I ask why don't they sell to building B and C or better yet take client A to building B and C. Go with them and teach them the story of your most recent block party and how you had a chance to meet your neighbor

Get your kids to help you hang an invite on every door, order 20 pizzas and get to know your next door neighbors. Now you may be asking, "What does this have to do with increasing my closing ratio?" Okay, here goes: who's your best client? I know you can answer that, but can you tell me what business is right next door to them? And and better yet--who is the decision maker? I'm amazed at the number of sales people who fail to go next door to their best client and ask for business. Or better yet, take that prized client next door and ask for an introduction. Talk about a referral!

By the way, if you own a business and you don't know who is next door, try taking your product next door for them to sample. Say you own a coffee shop and the guy next door is a barber. Take over some samples. Remember, people want to do business with people they know and what better way than to do business with your neighbor--or your neighbor's friends!

So now we know we should be asking for referrals. But there's another step: follow-up. According to my reserarch 81% of referrals are not followed up. That means the sales person isn't even making the phone call on the prospect. Start asking your team to identify the client's next door neighbor and create a system of referrals and recommendations that will increase your closing ratio by 40%. It all starts by meeting your neighbor and learning to sell next door.

If you need more , log on to www.askdavetester.com

Article Source: http://www.particlearticles.com

before you send your sales team out in the street, listen to Dave's free audio clip on the sales makeover for your business. www.sportstester.com

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