Bill Caskey goes solo on this episode and discusses what it means to be a ‘trusted advisor.’ There’s a lot of talk in the market among salespeople and sales managers about being said advisor. But Bill finds that most of it is just talk. He gives you 5 considerations to become that trusted advisor for your client. If you’re in sales and want to be more appreciated by your clients, you have to do some work. Here is the mini-blueprint.
Virtually every company we know of generates a large percentage of their business from referrals, yet VERY FEW sales professionals have a system to generate those referrals. To get help on this topic, we went to the world’s leading guru on referrals, John Jantsch. John recently wrote a book called The Referral Engine, Teaching Your Business to Market Itself.
Bryan is gone this week, but Bill interviews John and comes up with a handful of tips for every salesperson listening.
Learn more about John and find his book at:
http://www.ducttapemarketing.com/
Interesting Facts
The guys batch record their episodes, usually 3 at a time. Gets them in the groove!
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