Be Strategic -Don’t go “fishing.” Questions such as “who do you know?” sends the brain into “Roledex Spin Mode.” This means that their mind just spins and doesn’t stop on anything or anyone. Their response ends up being something such as:
- “I don’t know of anyone.”
- “If I think of anyone,
- I will let you know.”
- “I don’t give out referrals.”
Be Specific –Ask for 2-3 names. This way, the brain can focus because it isn’t looking for everyone.
Always ask for referrals with pen and paper right in front of you- use assumptive body language –show that you are expecting to receive referrals.
RedRock Leadership provides worldclass sales training and leadership development www.redrockleadership.com.
Jeff Ruby
Founder of RedRock Leadership