PDF-How Salespeople Botch Building Business with Referrals and How to Effectively D

Though a referral conversation is one of the most important conversations a salesperson can have most pay little attention t o it and miss valuable opportunities Often professionals find that their requests for referrals fail to yield good quality r. Natalie Bryant, Director. Practice Development. How many of your waking . hours . are spent communicating with others? . 70% - 80. %. Ways to Communicate:. Reading. Writing. Speaking. Listening. Listening. ng. Selling to a Defensive Customer. “Your most unhappy customers are your greatest source of learning.” . - . Bill Gates. David Lewis & Associates, Inc.. “We cannot solve the significant problems that we face today at the same level of . Preparing for Sales Dialogue. Learning Objectives. Discuss why prospecting . is an important and challenging . task for . salespeople.. Explain . strategic . prospecting and each stage in the strategic prospecting process.. Learning Objectives. Define personal selling and describe its unique characteristics as a marketing communications tool. . Distinguish between transaction-focused traditional selling and trust-based relationship selling, with the latter focusing on customer value and sales dialogue.. Personal Selling – Defined. An important part of marketing . that relies heavily on . interpersonal interactions . between buyers and sellers to . initiate, develop, and enhance . Overview. Benefits for Retention. Starts at Hire. Training . and . Development. Management is the . Key. Clear Expectations. Procedures and Accountability. Compensation and . Incentives. Allow for Growth. Learning Objectives. Describe the key characteristics of effective sales dialogue.. Explain how salespeople can generate feedback from buyers.. Discuss how salespeople use confirmed benefits to create customer value.. Focusing on Building Relationships. 1. 6. th. Edition. David J. . Lill. and Jennifer K. . Lill. DM Bass Publications. A Career in Professional Selling. Learning Objectives. Appreciate . the role of selling in our economy. Prepared exclusively for The CPE Forum. October 19, 2010. Susan Bellows & Associates. sbellows@susanbellows.com. www.susanbellows.com. 413-566-3934. Thank you. for your help. .. Today’s Agenda. 1. 2. Thinking about participants you spoke to in the last week, what was the most important referral you made?. What made that referral important?. 3. How to take a good referral and make it great. !. Define personal selling and describe its unique characteristics as a marketing communications tool. . Distinguish between transaction-focused traditional selling and trust-based relationship selling, with the latter focusing on customer value and sales dialogue.. Prepared exclusively for The CPE Forum. October 19, 2010. Susan Bellows & Associates. sbellows@susanbellows.com. www.susanbellows.com. 413-566-3934. Thank you. for your help. .. Today’s Agenda. Overview of Referrals and Authorizations Referrals Referrals SelectBlue only 101 Services not requiring a referral 101 Who can issue a referral 102 Services requiring a referral 102 Services incl Sharon Walsh. , . Data Accountability Center (DAC). Mary Anne White. , Infant & Toddler Connection of VA. Haidee Bernstein. , . Data Accountability Center (. DAC). Beverly Crouse. , Infant & Toddler Connection of VA.