Saved Bookmarks
| 1. |
Furnishing the name of a satisfied customer or a friend in the beginning of sale? What kind of approach is discussed here? |
|
Answer» Referral Approach is discussed here. Salespersons present letters of introduction or testimonial often. The reference approach is often effective with prospects who are sociable and expressive because they emphasise on relationships. Salespersons should use only the names of those individuals and companies whom they would like the prospect to talk because prospects often contact these for reference. Successful salespersons always get permission from references prior to using them. Taking names and stretching the truth with regard to the third persons may back fire. The right contact may get the salesperson the door but it is his knowledge that gets and keeps the business |
|