Are you referable?

1. APPARIO PTE LTD 2013 www.appario.net / www.facebook.com/appario
By Lars Culmann - the sales & advisory specialist
Are you referable?
ABOUT US
THAT’S US
appario Pte - Ltd - corporate
trainers with a strong focus
on client-centric sales &
advisory training
CORE COMPETENCES
Sales & Advisory Training,
Presentation Skills, Social
Media - more than twenty
years of experience
LOCATION &
CONTACT
Singapore - we offer all
training globally in both
English & German
Tel.: +65 9772 1044
lars.culmann@appario.net
OUR MISSION
“We believe in strong
customer focus in
combination with a
structured step-by-step
approach” - everybody can
become a sales-professional!
APPARIO NEWSLETTER - KEEP IT SHORT & SIMPLE!
SEPTEMBER 2013
There are some businesses, some products and
some people that are just easier to refer - some
months you have lots of new leads and others none
at all - that’s life, do not give up!
Why you might not get referred
1. You are not very good at what you do - not just bad for
referrals!
2. You are not reliable – be right in time, give feed back etc.
3.You are unpredictable – create you “referral behavior”.
4. You aren’t very likable – ignore personal preferences, be open
minded (nationality, culture, language etc.).
5. You are overpriced – set up different price models, sell “test –
offers” / free consultations.
6.You do not give referrals – it’s a give and take game.
How do you get referrals
1. Just ask for a referral – it is that easy, people won’t kill you.
2. Make sure that others have all the information of you they
need – brief presentation, business cards, sample of your product.
3. Be patient - do not forget, it is a long run procedure!
Lars Culmann - the sales & advisory specialist