by Jeff Beals | May 24, 2019 | Closing Sales & Overcoming Objections, Prospecting, Referrals, Sales Motiviation
By Jeff Beals During question-and-answer periods, the same issue keeps coming up in my sales workshops: how to deal with gatekeepers. These people are the receptionists and administrative assistants who stand between you and the decision maker you seek. I’ve...
by Jeff Beals | May 12, 2019 | Prospecting, Referrals
By Jeff Beals What’s the most efficient form of prospecting? Referrals. In an era when buyers are jealously protective of their time, a referral from a trusted source is your admission ticket. The higher up a prospect is in a company, the more important referrals are....
by Jeff Beals | Feb 5, 2019 | Prospecting, Referrals, Sales Leadership & Management
By Jeff Beals Most companies are getting only one-third of the referrals they could receive from current clients That’s according to a 2018 Texas Tech University study showing that 83 percent of satisfied clients are willing to refer products and services, but that...
by Jeff Beals | Jul 30, 2018 | Prospecting, Referrals
By Jeff Beals A client of mine once needed help opening a branch office in a different city. I called a commercial real estate company owner I knew in that town. The owner connected me with one of his young sales reps who was excited to receive the referral. The...
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