Your product doesn’t matter, your customer does.
Sometimes other people communicate our message better than we do. They add a twist, a new insight, different phrasing, and a unique perspective. That’s what happened last year when I spoke about asking for referrals at the Sales Masterminds Australasia event in Sydney, Australia.
The room was packed with nearly 100 people who were curious about different approaches to prospecting. I suspect they were also curious what this American would say. One of the attendees was Brigid Archibald, commercial sales director at Salesforce. I was amazed and delighted when she wrote a blog post about my presentation. She brilliantly connects referral selling with the customer-centric sales reality. She writes: “Customers are connected and informed. They know all they need to know about the product. Selling is about customer experience. It’s about the relationship. There is no stronger way to begin that relationship than via referral.”
Brigid
