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Realiseer je dat bijna elke klant een netwerk heeft. Maak dus het krijgen van de referentie tot hoofddoel van jouw contact met de klant. En wees daar open over, zeg dat maar gerust tegen de klant. En vraag maar hoe jij voor tevredenheid kan zorgen bij de klant. Wat levert punten op!
Om een referentie te krijgen moet je ervoor zorgen dat de klant tevreden is over jouw product of dienst. En ook tevreden over het adviesgesprek, jouw uiteindelijke advies en overtuigende presentatie, de levering, etc. En het aardige is dat als je dat allemaal goed doet, betaalt de klant zijn rekening ook graag.
Maar het leukste is dat als de referentie volgt, er vaak ook meerdere klanten volgen.
Niets is zo overtuigend als een referentie van de tevreden klant!
Succes in de verkoop.
Jef van Wingerden
ISTN training &advies
P.S. Wil je gratis je verkoopvaardigheden trainen? Schrijf je in voor de nieuwsbrief met verkooptips! ISTN geeft (incompany) verkooptraining en traint acquisitiegesprekken, koude acquisitie, onderhandelen, gesprekstechnieken en klantgerichtheid!
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