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Thoughtful Thursdays – Networking for prospects

Successful sales professionals make a habit of mining their network when searching for new opportunities and prospects. It is often the first step and a an important part of their sales process. Leaving nothing to chance, they help their network connect the dots to a referral, tell them what the dots to look for. This is key to successful networking and prevents the “e” in the networking from turning into an “o”.

Those who are new to sales are often disappointed with their networking results. They make good contacts, but referrals are low in numbers. Yes, this can be discouraging.

In many cases, after reviewing networking techniques, we discover that they forget to ask a very important question. They assume that their network will be able to connect the dots and come up with referrals. Indeed, they are more than able and willing to do that, but will not, unless you ask.

The important question is: “Do you anyone who…?

Making a habit of asking this question leaves less to chance. The positive results may be a pleasant surprise.

Good selling,

Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.

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