If the sale is made and the order signed, salespeople (as against order takers) should then ask, ”Fred who do you know that might also benefit from this product/service/widget”. All to-do lists and of course sales reports should include a referrals section and if they don’t come back with at least one from each satisfied customer find a sharp object and insert it where it will inflict the most pain.
Ask if they look in the phone book, you think I’m joking, bet most of your sales staff have never even thought of it. Those who have are often intimidated…. it’s a lot of names and it looks like a lot of work, “hmm best not tie up the phone, a customer might be trying to call me”… Slip outside and grab a couple of your sales “experts” and ask them how they prospect, (take your blood pressure pills with you).
ANOTHER SIMPLE PROSPECTING TIP: