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He Crushed All Our Sales Records

Name: He Crushed All Our Sales Records
Uploaded: 2024-07-23T21:00:14+00:00
Duration: 57 s
Channel: Shanli Liu, CPA, CTP
Description: In this short anecdote, the speaker describes a newly hired salesperson who outperformed an experienced team by 30‑50% without higher close rates. The…

23 Jul 2024 · 1 min

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In this short anecdote, the speaker describes a newly hired salesperson who outperformed an experienced team by 30‑50% without higher close rates. The secret was a simple post‑sale referral question: after closing a customer, the salesperson asked, “Who else do you know who might also want this?” or variations like “Who do you think would benefit from this?” This open‑ended phrasing prompted 1 in 3 customers to refer one or two additional prospects, dramatically increasing opportunities. The speaker contrasts this effective, specific language with weaker yes/no prompts that often yield no referrals, highlighting how a small change in script can generate substantial sales growth.

Chapters

We had a new sales guy who came in and crushed all of the records that had ever been done on that sales team. And it was a very experienced sales team. And I was like, what is this guy doing? Does he have higher close rates on the phone? And he didn't have higher close rates, but for some reason he was able to get 30 to 50% more sales than everybody else. I was like, okay, so how is he getting more opportunities? And so we got on the call, we listened to all the scripts. We're like, he's not doing anything different. And so we pulled the guy up. We were like, dude, what are you doing? And he said, I don't know. Um, after I close the customer, I just say, who else do you know who might also want this? And I usually get like 1 out of 3 people to send me 1 or 2 other people. And I just do that on every sale because I learned that in my last job. And when he said that, it was like this big obvious duh that I'm sure was in the SOP at some point for the sales team. And of course, people get lazy because they don't want to scare the sale away. But by simply saying, hey, who else? Very clear. Who else do you know? Not do you know anybody? Yes, no. Who do you think would benefit from this? Who you'd want to do this with? Right. Because now you're actually asking them to solve a problem with their brain, not make a quick yes, no answer, which is what most people are just going to say. No, I don't know anybody. Let's move on.