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This is a sales effectiveness video, taken from a www.salestrong.co.uk sales training course. How To Multiply Your Leads By a Factor of Five.
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How To Multiply Your Leads By a Factor of Five
By Alistair McQuadeaudio enabled
Most sales practices are really old…18
98 –
Firs
t sal
es p
roce
ss
AIDA 19
14 –
Firs
t defi
ned
skills
e.g.
feat
ures
& b
enefi
ts,
obje
ction
han
dlin
g, cl
osin
g
and
open
& cl
osed
ques
tioni
ng sk
ills
1961
– D
efine
d ro
les a
nd
psyc
holo
gica
l pro
filin
g
1985
– R
ole
clarit
y – sh
ort v
long
term
and
tran
sacti
onal
v con
sulta
tive
1987
– Li
sten
ing
skills
and
cust
omer
focu
s
This method of generating leads is old too, and feels a bit like this car.
The Golden Nugget
Your existing users have potentially 5 fantastic sources of leads for you:
1. Their external peer group2. Their internal peer group3. Their geographical neighbours4. Their suppliers5. Their customers
When?
• Comfortable when they have actually placed an order
• When they are excited about your solution at the start of the purchasing process
How to Remember
“You’re going to be so happy with what we do for you, that you’ll want to refer me to at least 5 of your contacts that have similar issues.”
Make It An Everyday Practice
Make it part of your pitch
How To Multiply Your Leads By a Factor of Five
By Alistair McQuadeaudio enabled
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