Yesterday I heard Nikolaus Kimla, CEO of Pipeliner CRM, make this very insightful statement:
“Recommendations are the sales currency of the future.”
He is so right in that people buy from people they know and trust. Recommendations or testimonials reaffirm that trust bridge between the buyer and the seller.
Just recently in working with a sales coaching client, one of the salespeople said the reason a new patient came to their office was because of the written along with the video testimonials on their website.
SMB owners, salespeople and those in the C Suite have the opportunity right now to get ahead of the flow and start gathering all those recommendations and testimonials. Yet how many in sales actively leverage this sales currency by just asking for recommendations?
Sales Coaching Tip: The third phase and final phase of the 7-step-sales-process-advsys is “Keeping” where people ask for recommendations as well as sales referrals.
The value of recommendations go beyond some positive words. In many instances recommendations generate sales referrals. This is what some in the past would call the “mother lode.”
Right now jump over to LinkedIn and look at your recommendations received and more importantly given. Do you make it a priority to give authentic recommendations?
If you think recommendations lack sales currency, how many times do you read the online product or business reviews? Those are rated recommendations. Have you ever bought or not bought because of these reviews?
To increase sales requires being ahead of the flow as well as of knowing where the flow is going. Leveraging recommendations can propel your business ahead of the flow while increasing your sales currency.
Doesn’t it make good business sense to undertake those actions now in the present?
Leanne Hoagland-Smith is Clarity Strategist for Forward Thinking sales culture. She works to close the knowing doing gaps that restrict sustainable business growth. Call her at 219.508.2859 Chicago USA time.