Before we begin this week's lesson....you have 2 opportunities this week to get your sales training in before Summer begins.
May 2-3 Senior Care Sales Workout! Workshop - The Linq Hotel & Casino - Las Vegas, NV
I have been cooking up some GREAT sales exercises and "workouts" for this workshop. You definitely will NOT sit and listen for 2 days. You'll be in the thick of things, working with me and each other to flex your sales skills. Add a great menu and a real, holistic workout each morning and you have a workshop unlike you've ever seen before.
Registration Closes Wednesday May 1st!
Senior Care Marketing Accelerator 10 Week Webinar Program
Begins Tuesday April 30th. 10 Weeks of LIVE webinar training to teach and perfect our Momentum Selling Strategy that generates more and repeat referrals from the best referral sources in your territory.
Registration Closes Tuesday April 30th!
Monday 8am: Read this newsletter
Monday 8:15am: Don't leave important questions unanswered.
Last week, I put on two days of sales training with a newer, but really talented group of home healthcare sales reps. When we got to my favorite part of ANY training (asking for the referral) one of the woman said:
"I know I should ask, but I know these people and they know what I do, so I assume they know what I'm there for."
For those of you that have followed these sales tips for the past 1.5 years, I did warn you that we'd be discussing this most important topic more than once....and today is (again) your lucky day.
Let's dissect the statement above:
"I know I should ask" - Yes, you should. In fact, in order to be a professional salesperson in any industry it is a requirement of the job.
"but I know these people and they know what I do" - That's great...job well done. You have been memorable enough for them to realize that you represent a home healthcare agency (or whatever YOUR business is)
"so I assume they know what I'm there for" - First, don't assume. You make a LOT of calls each week where people never even consider what you're there for. If you have created professional friendships your contacts might not (in many cases, they do not) even think of anything beyond your friendship building conversation. Second, if they KNOW what you are there for, why would you not ask the question?
Just because someone knows a question is coming, does that mean the person asking it should stop?
Try this scenario to understand.
A guy takes his girlfriend (or boyfriend) to a romantic dinner. They have great conversation and a wonderful meal. Near the end the guy reaches into his pocket and gets down on one knee. The girl (or guy) has their eyes go wide in wonder and excitement as they know what's about to be asked. The guy on one knee assumes that his partner knows what he's about to do....so decides not to ask the question and just stays there for 10-15 minutes. When nothing happens, he puts the ring back in his pocket, sits back down, and orders dessert.
"So I assume they know what I'm there for" - Don't let that your sales epitaph.
Ask, and 20-25% more times than right now, your referral source will say "yes"
See you all in Las Vegas on Thursday!