Beyond Referrals By Bill Cates. Book Review. The Referral Selling And Referral Prospecting Classic
You face four hurdles to gaining new clients: finding enough of the right prospects, getting their attention, making the sale, and multiplying your clients through referrals.
While referrals are important, they're not the endgame. Beyond Referrals helps you turn referrals into introductions, appointments, and sales--showing you how to turn referrals into introductions to the prospects who are eager to hear from you. Then, you'll learn proven ways to convert a high percentage of prospects into high-value clients.
Claude’s Books;
One Call Closing: The Ultimate Guide To Closing Any Sale In Just One Sales Call https://amzn.to/3Ack5f4
Sales Prospecting: The Ultimate Guide To Referral Prospecting, Social Contact Marketing, Telephone Prospecting, And Cold Calling To Find Highly Likely Prospects You Can Close In One Call https://amzn.to/3u21EpO
Selling Essentials: Your First 90 Days In Selling https://amzn.to/3OqKxpK
Selling Local Advertising: The Best Kept Insider Secrets To Create Local Advertising Sales, FAST! https://amzn.to/3NnAUa7
Instant Sales Boost Podcast Website https://www.instantsalesboost.com/
Claude Whitacre has over 40 years of direct sales experience. In that time, he has trained hundreds of salespeople He is the author of six books on the subject of selling, as well as hundreds of articles. He has spoken to over 200 audiences across the US on how to how to find highly likely prospects and closing in one sales call.
Retiring in 2022 from actively selling, Claude wanted to give back to the sales and marketing fields by teaching the strategies and techniques that have proven so effective in his own selling.
One of the many strategies and practices Claude implemented over the decades is working with over 200 top salespeople on real sales appointments, in 71 different industries. He would work with them for a day, prospecting and going on sales appointments, with them. Then they would work with him in the field for a day. Eventually, Claude determined that about 98% of everything he used in his own selling was actually learned from top salespeople outside of his own core industry.
To pay forward what Claude has learned, he wanted to give salespeople the opportunity to benefit from what he did....learn from the best salespeople, experts, sales authors, and trainers from all over the country.
This podcast is that effort.
Claude has videos and articles on the following subjects.
Sales prospecting, cold calling, referral prospecting, social selling, referral selling, sales prospecting training, referral prospecting training, sales prospecting techniques, how to get the best referrals, how to cold call strategically, best cold calling techniques, sales training, best closing techniques, answering sales objections, and one call closing.