Many of us learned that the only way to sell is to get out there and cold call one prospect at a time. For some this has worked, however, for others this system is time consuming with a disproportionate ROI. If you spend eight hours cold calling and you make one sale, that’s not a good use of your time, your resources or your efforts. If there was a way for you to reach customers who are ready to buy and that you can move into your sales cycle without cold calling, would you use it? I hope everyone said yes, but I know that some will still hold on to old methods even though they don’t get results.

Joanne Black, is the author and creator of the No More Cold Calling sales system. She has worked with companies and individuals, training them in a system that is based on referrals. She has an in-depth understanding that selling is getting in front of the right people, the ones who need or want what you have to offer. The key words here are “getting in front of” and the “right” people. Selling is personal and should be meaningful; there needs to be a connection. People are most likely to buy from you when they feel a connection to you. They also need to be the right people who feel that what you have solves a problem or meets a need that they have. If they don’t understand that they need you, chances are they won’t buy from you until they do, and that could take a very long time. I’ve worked on many project where selling was the foundation of all that I did, however, I never thought of it as sales, to me it was creating and building relationships. This approach brought me overwhelming success many, many times. As Joanne shares in her book, those relationships often turned into referrals to others who were ready to buy.

If referral selling is something that you don’t have much experience in, don’t worry. You can learn and once you do I think you will never want to go back to the old way again. I encourage you to take the time to hone this skill. It will not only improve your business bottom line, it will improve your business relationships. Join Joanne Black, for a free No More Cold Calling webinar on January 16, 2009; for more information click on the link below. When you visit her site www.nomorecoldcalling.com you will find an abundance of information that you can use today to improve your sales skills.