Price Resistance And How To Ask A Referral Source For A Testimonial [Two Topics]

→ TOPIC #1:

It seems there is ALWAYS price resistance. Seldom do you give the prospect the price and they say, “Is that all it is?”

In business-to-business selling, there seems to always be a smidge of resistance. So what do you do? And more importantly, where does it come from? Bill and Bryan dig into this important topic for sales people and sales managers in the episode.

→ TOPIC #2:

Brooke joins Bill and Bryan at the end to answer a question from our LinkedIn group:

“What is the best way to approach a referral source and ask for a testimonial of our service that we can use for online marketing? I’m new to this area and feel odd asking for a testimonial, but they must value our service, because they send clients!” -Nathan Bonilla-Warford

Also mentioned in this podcast:

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Are You Building Your Tribe? Guest Interview with Srinivas Rao

Srinivas Rao - Guest Expert on the Advanced Selling PodcastAs sales people today, we must be conscious to ‘think like marketers.’ One way to do that is considering the tribe we are building that will be suspects or prospects for our services in the future. The days of “marketing when we need the business” are over. We had better be top-of-mind when THEY have problems.

Our guest expert today is Srinivas Rao, author of The Small Tribe Strategy. In this podcast, we ask him how he would go about building the tribe of prospects if he were in sales today.

Also mentioned in this podcast: