In Sales, Referrals Are Priceless

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Notice that none of the above is affected by the economy, who is running the White House, or what’s buzzing around on social media.If You’re Not Asking For Referrals, You Should Be!
If we, as sellers, don’t recognize that most businesses operate on referrals, what are the odds that the average customer does? How many of you are mistakenly assuming that people know you want referrals?

The Power of Exceptional Service
I bought a new phone last week, and I had no intention of buying a new phone.

I simply wanted Verizon to please, PLEASE fix my phone so that it would ring every time I received a call. Not every third or fourth time, like it was currently doing.

The salesperson who waited on me, let’s call him Bill, listened carefully to my needlessly lengthy explanation of the problem and exhibited great patience when his test calls came through perfectly (of course).

He gave me two options: replace the phone or chile telegram data upgrade to a new one.

I quickly shot down the upgrade. I was in a hurry and the thought of hanging out at the mall for more than a few minutes gave me a headache.

Besides, I liked my phone just fine, thank you. Except for that pesky habit of not ringing.

Bill nodded, asking me how I used my phone, what features I liked, what features I didn’t use, etc.

Despite my begrudgingly supplied answers, Bill gently and persistently led me to the conclusion that I needed a new phone.

The interesting part of this story is not that I got a new phone. It’s what happened after that.

Bill took exceptional care of me throughout the entire process, updating me on the data transfer, preparing my rebate so all it needed from me was a stamp and setting up my email.

When I thanked him (and this is where it gets interesting) Bill did something very unusual.