appario newsletter 25 september 2013

APPARIO PTE LTD 2013 www.appario.net / www.facebook.com/appario

By Lars Culmann - the sales & advisory specialist

Are you referable?

ABOUT US

THAT’S USappario Pte - Ltd - corporate trainers with a strong focus on client-centric sales & advisory training

CORE COMPETENCESSales & Advisory Training, Presentation Skills, Social Media - more than twenty years of experience

LOCATION & CONTACTSingapore - we offer all training globally in both English & German

Tel.: +65 9772 1044

lars.culmann@appario.net

OUR MISSION“We believe in strong customer focus in combination with a structured step-by-step approach” - everybody can become a sales-professional!

APPARIO NEWSLETTER - KEEP IT SHORT & SIMPLE! SEPTEMBER 2013

There are some businesses, some products and some people that are just easier to refer - some months you have lots of new leads and others none at all - that’s life, do not give up!

Why you might not get referred

1. You are not very good at what you do - not just bad for referrals!

2. You are not reliable – be right in time, give feed back etc.

3.You are unpredictable – create you “referral behavior”.

4. You aren’t very likable – ignore personal preferences, be openminded (nationality, culture, language etc.).

5. You are overpriced – set up different price models, sell “test – offers” / free consultations.

6. You do not give referrals – it’s a give and take game.

How do you get referrals

1. Just ask for a referral – it is that easy, people won’t kill you.

2. Make sure that others have all the information of you theyneed – brief presentation, business cards, sample of your product.

3. Be patient - do not forget, it is a long run procedure!

Lars Culmann - the sales & advisory specialist