The art of reference selling follows a process wherein for every genuine sale made by a sales person , it is his birthright to get two good references from the customer sold. If reference selling is down without resorting to the correct process , it might even lead an irate customer.
The Key Deliverables of this program is as follows:
- When do you ask for a reference from a customer?
- How do you ask for the reference?
- What is the structured process for reference selling?
- What percentage of sales comes from reference selling in Direct Selling mode of selling?
- How is a reference tree plotted?
- Till what time line should a reference tree be tracked for sale closing?
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