MANAGING in the

NEW WORLD

Successful referrals have proved a timeless strategy to ensure growth in sales. Business research has demonstrated certain methods which have been successful in chasing referrals. They must always be asked for as just part of life rather than some target to be achieved. Customers must be trained as to the sales pitch to be deployed during referrals. One must ensure that the prospects referred must be taken proper care of and not seen as profit centre. The referrer must feel important even if conversion does not take place. Importantly the one who asks for referrals must start doing so oneself and start generating referrals.

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