My first book created quite a stir when one of the chapters started off with this sentence: Traditional reference selling is highly overrated.
That statement shocked the establishment as virtually every sales training program created in the last 30 years talks about the importance of leveraging references in the sales process.
References are important—but so is differentiation; and it’s no longer an effective to use references just like everyone else. In Question Based Selling, our goal is to show sellers how to be different from everyone else. One way to accomplish this is to create a sense of momentum in your sales using The Herd Theory—which is a technique that ironically leverages “everyone else.”