Resources from Gary O'Sullivan
Your Personal Sales Trainer
Friday, September 3, 2010
You can get referrals by being referable.
From your initial contact until you close the sale, you are adding to or taking away from your ability to be referable.
What does it mean to be referable?
You must be professional
To have a person be willing to refer you, he or she must believe you are professional in every sense of the word. In your appearance, in your presentation, in your knowledge of your products and services, etc., you must demonstrate professionalism.
You must be personable
It is important to build the right rapport and relationship with your prospects. Being polite, courteous, well-spoken, and relationship-focused helps people feel comfortable with you and with referring you.
You must be reliable
It is imperative that you be on time, follow up, and keep every commitment you makeóbefore, during, and after the sale.
Remember what Herb Brooks and Dante said about being a person who is referable:
Great moments are born from great opportunities.
A mighty flame follows a tiny spark.
About Us: The Gary O'Sullivan Company is a consulting firm dedicated to building people to build business. Gary O'Sullivan, Founder and President, is a visionary senior-level executive with proven success in strategic planning, development, management, and leadership of operational initiatives in business development.