Remember the song "when you're hot you're hot"? Most sales people should carry a CD of that song with them. Most make a sale and celebrate. Here's what you should do, put another log on the fire. Do you know who your next door neighbor is? Most Americans don't have any idea who lives across the street. We can thank too much television and the internet for that. Whatever happened to the good old days of "you watch my kids and I'll watch yours"? Try this on for size: go out and plan a block party. I'll write the invitation. "Join us for a pizza party this Friday! It's a chance for neighbors to meet each other, and we'll even pay for the pizza!" Get your kids to help you hang an invite on every door, order 20 pizzas and get to know your next door neighbors.

It sounds too good to be true, but working on referrals or the guy next door, is the quickest way to increase your closing ratio by almost 40%. Most managers tell us they make their sales team ask for referrals. Still most sales professionals fail to do so. I'm amazed at the number of sales people who fail to go next door to their best client and ask for business. Or better yet, take that prized client next door and ask for an introduction. Talk about a referral!

By the way, if you own a business and you don't know who is next door, try taking your product next door for them to sample. Say you own a coffee shop and the guy next door is a barber. Take over some samples. Remember, people want to do business with people they know and what better way than to do business with your neighbor--or your neighbor's friends!

With this method your sales team's closing ratio can jump from 20% up to 64%? It can happen by just encouraging them to knock on the neighbor's door. It sounds too good to be true, but working on referrals is the quickest way to increase your closing ratio by almost 40%. Most managers tell us they make their sales team ask for referrals. Still most sales professionals fail to do so. Knock on that door next to your best client; it might just be your neighbor who can't wait to buy from you.

If you want my marketing and sales makeover, log on to www.askdavetester.com