In the previous topic of “Career in Sales”, we saw how to do need based push?
It means when I said, my friend, the movie isn’t over yet. It’s, two topics were left.
Need based push and references.
In a need based push we saw how to consider their greed or considering their emotions,
focusing on that only, how can we increase our business a little?
How can we convince them for more business that is beneficial for you and is beneficial
for them as well
It’s a win, win situation..
Now the next topic that we are going to see in “Career and Sales” is “References”.
Right. The biggest advantage of references is that you always remember this thing,
Whosoever are the supporters, they will always support.
I mean. That is what they say, once a fan, is always a fan.
So second is “non supporters definitely support”.
This is not going well, right?
That’s how non supporters will support?
He too can do that.
And lastly “less effort, more trust”.
Now let’s see in detail, how about this reference?
How about this reference, work for us?
Right, so firstly talking about “supporter’s support”.
So, you must have heard an English proverb, which is “birds of a feather flocks
It means, all the birds of same feathers, fly together.
You would never have seen that a peacock is flying ahead and behind it is a pigeon
flying, behind it is a let's say eagle flying, or flamingos are flying.
You would never see them flying together in a group.
You will always see birds in a group with the same feathers, with the same feathers.
Only they fly together in a group.
You would have seen many times right.
So, why am I using this example because if you have a supporter, who have signed up
with you or an agreement or has signed a contract, has done enrollment, or you have,
or he’s involved with you in the business.
He’s now your customer or client, after that he also knows five ten people. He has
them in his contact, having the same feathers.
Who has the capacity to buy.
Or, they too have the preparation to buy.
Right. So he would know such ten people that even if he refers two people amongst
them your work will be done.
Right! So amicably you can ask them that sir since, you have been such a great person.
Or mam you have been such a great person to support this you know… business.
Thank you so much for getting enrolled. And I am sure sir you too would have two, three
such friends in your mind, who’ll be as humble person as you are.
Who would like to sign up this just like you. And like you have benefited from this after
sign up, the same benefit you would like to give them as well.
Right sir! You would want to give that advantage, the same benefit to them as well.
Right. So sir may I have few names sir, whom we can meet through your references.
Ma’am may have such references whom we can meet through your references.
They will definitely extend the hand.
Right. So supporter’s support, but way should be correct.
And easy process.
If someone has given me a reference, as an example, someone has said that (your name) will come, will talk with you about this specific company and product.
Please consider it.
Now when this conversation has been done, that person on call has said “no buddy I
buy such products already, don’t send them”.
It means he’s not interested.
But even after listening that he’s coming from a specific company about a specific
product, or service. Please consider it.
Still says Ok, send them. It means he is fifty percent interested.
You just have to present well before them, and if presented well. It’s easy process to get
Right because you didn’t have to go through that lengthy process, where you first had to
take an appointment, had to go towards reception.
For you the talk has already been done, you just have to go and meet them, the
Right, next is “non supporter’s definitely support”.
How this happens?
So if talking about non supporters, so they have missed it.
Of course they wanted to buy, but because of budgetary issues, maybe they have
committed somewhere else, they didn’t buy.
Maybe they are not interested right now, maybe they had some bad experiences in the
past because of your product, service, or concept.
This happens in the market. Right.
And they don’t want to buy.
So they missed it, they didn’t buy it.
Right. They missed buying it or they have said no. It means indirectly they are not
Right. But they definitely know someone who doesn't want to miss this. Who will see
this benefit! Who’ll see tax benefit, for whom emotional benefit is more important at this
They too would know such five ten people. So you can request them for references.
Sir, I totally respect your decision that right now you don’t want to get into with us. You
don’t want to buy right now, I respect it sir.
But I am sure sir, if you are not able to do it, I totally respect it. But sir, can you do a favor?
Then he’ll ask what? Because he wants to help.
As soon he asked what? Sir at least refer such five or six people who might be
interested in buying this product, service, or concept.
Now out of obligation, or little guilt of not buying it and taking your time, he’ll refer you or
she’ll refer you to a few needs.
Right. And “repaying your efforts with their reference”.
They only get this feeling, that this person has broken and fallen, I have consumed his
so much time.
Even after he presented it so well, then also I still didn't buy.
OK then I’ll give him references, maybe something can be done from there.
Maybe he’ll say it, yes bro. I have seen this many times, many customers who hasn’t
bought, then also they make calls in front of us by saying bro I have purchased it you
too buy it.
And they tell you to, tell them I have too, if they’ll call me I say the same thing, that
yeah I have purchased.
Right. But it is unethical practice, so try to avoid it.
Of course, when specifically from the start it is important for you to keep seniors in loop.
That sir this client has said this.
That’s why I am saying it here, it’s important to tell beforehand.
Do not use someone’s name. You went to a new city and there is some famous person
you took their name.
That yes sir you would know this person, he’s our customer, who has never been our
customer, never purchased from us.
You have falsely used their name, and if you found someone familiar inside. And on
asking them, it was found out that “sir have you purchased” and he said no.
Then you are screwed. Don’t use this.
Never have to use references in a wrong manner.
Please, please take that oath, like this.
Right. I am Indian, all Indians are my brothers and sisters, and I will never wrongly use
You have to take this oath along. Please
Right And lastly if we talk about “less effort more trust”.
When you are referred, you get an “easy entry” first.
Equal or more business opportunities are here, you can predict.
The amount of business you have got from a specific single person, who has given you
So all his references either would give the same amount of business or a little more, you
can expect that from them.
And, through more references, there where you have gone to meet references, from
there you can derive more references.
So it’s kind of a chain reaction. First I took two references, took two by two for two more,
from those two took two more and took two, two more references.
So it’s kind of a chain reaction.
Right, through one person you started getting references and then you can spread it
across the length and the breadth.
Right. So it’s fun, it’s fun. When we are in sales, it’s fun.
Right. So as you know, If you have any queries or comments, click the discussion button below the video and post there. This way, you will be able to connect to fellow learners and discuss the course. Also, Our Team will try to solve your query.
Alright! Thank you so much for staying connected.
SHIVAM KUMAR RAJBHAR
What a magnificent session it was amazing 👌👌
Superb and amazing 😍🤩 enjoyable experience.
Mahesh Sahebrao Nikam
who was the edditor really good edditing. was really engaginng edditing of the video