This new sales guy came in and crushed everyone.

0:00We had a new sales guy who came in and crushed all of the records that had ever been done on that sales team and it was a very experienced sales team. And I was like, what is this guy doing? Does he have higher close rates on the phone? And he didn't have higher close rates, but for some reason he was able to get 30 to 50% more sales than everybody else. I was like, okay. So, how is he getting more opportunities? And so, we got on the call, we listened to all the all the scripts were like, he's not doing anything different. And so, we pulled the guy up and we're like, "Dude, what are you doing?" And he said, I don't know. Um after I close the customer, I just say, "Who else do you know who might also want this?" And I usually get like one out of three people to send me one or two other people. And I just do that on every sale cuz I learned that in my last job. And when he said that, it was like this big obvious duh that I'm sure was in the SOP at some point for the sales team. And of course, people get lazy because they don't want to scare the sale away. But by simply saying, "Hey, who else?" Very clear.

0:45"Who else do you know?" Not, "Do you know anybody?" Yes, no. "Who do you think would benefit from this who you'd want to do this with?" Right? Cuz now you're actually asking them to solve a problem with their brain, not make a quick yes, no answer, which is what most people are just going to say, "No, I don't know anybody. Let's move on."