Sales: Referral Selling
By: Joanne Black
Skill Level: Intermediate
Duration: 54m 17s
Released: April 16, 2018
Description:
Referrals offer the biggest competitive advantage of any sales tool out there—yet many teams aren’t using referral selling as the primary way they prospect. Transform the way you work and build a sales pipeline full of qualified, low-cost leads with this simple tool. Joanne Black—speaker, author, and sales coach—explains why referrals work, and what gets in the way of asking for them. She shows how to earn introductions to prime prospects, ask for referrals in the right way, and leverage social media to widen your reach. The course includes worksheets to help you build out your referral process, as well as role-play scenarios that demonstrate how referral requests play out in real face-to-face conversations.
Topics include:
- What it takes to run a referral business
- Creating stories that showcase business impact
- Crafting an ideal client profile
- Identifying multiple sources of referrals
- How to ask for referrals
- What never to say
- The role of social media in referral selling
Contents:
- Introduction
- 1. The Business Case for Referrals
- 2. Creating Business Impact
- 3. Redefining Your Targets
- 4. Asking for Referrals
- Conclusion
Author:
Joanne Black is a referral sales expert, interim sales advisor, author, and sales speaker.
She is America’s leading authority on referral selling-—the only business-development strategy proven to convert prospects into clients more than 50 percent of the time. She is a member of the National Speakers Association and author of NO MORE COLD CALLING™: The Breakthrough System That Will Leave Your Competition in the Dust and Pick Up the Damn Phone!: How People, Not Technology, Seal the Deal. To learn more, visit www.NoMoreColdCalling.com.
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