Inside Sales Training and Coaching / Onsite Program

Referral Sales Training

Driving Business Through Referrals: How to Create more Qualified Sales Leads

“We recently hired LSA Global to help take our sales team to the next level. Specifically we focused on targeting the ideal client, differentiating our solutions, getting more qualified leads, and closing a higher percentage of our pipeline through a proven referral selling methodology. 

So far, the results have been great. We were pleasantly surprised with the results-oriented approach and thoughtful follow-through plan to ensure that the new sales practices “stick.” We look forward to a long-term relationship, and I would recommend LSA to anyone looking to increase the effectiveness of their sales force." Patrick Arnold, President, Filice Insurance

• Fewer than 30% of all salespeople ask for referrals. 

• A high-quality referred prospect is more than 40 times more likely to buy than a cold-called prospect.

• Salespeople who actively seek and exploit referrals earn 4 to 5 times more than salespeople who don't.

Description:
Cold calling isn't just stressful and inefficient -- it's simply a waste of your valuable business development time. Wouldn't you rather connect with qualified leads?

In our Referral Sales Training workshop, renowned sales strategists teach you the benefits of referral selling. You may not realize it, but you can gather a wealth of sales referrals through the people you already know -- your clients, friends, and colleagues. The key objectives of this referral selling workshop are to:

• Convert more than 50 percent of your prime sales prospects to paying clients

• Learn why referrals are common sense, but not common practice

• Get the treasured client sales meeting at the level that counts

• Turn every client into a source of new business

• Adopt a sales lead generation process that delivers results

• Discover what it takes to become a referral-selling business

What You Will Learn
Perhaps you've asked for sales referrals in the past without getting results. You feel it takes too much time, and that you may jeopardize trusted relationships. Unfortunately, you may be "asking" for referrals without knowing how to ask for them.

In this Referral Sales Training workshop you will learn how to:

• Position your business against your competition.

• Attract and retain profitable clients.

• Convey the true value and benefits of your products and services.

• Identify multiple sales referral sources.

• Create a step-by-step process for asking for (and obtaining) high-quality referrals.

• Reduce business development time while increasing sales leads.

You will also learn that you can't generate business through sales referrals until you answer the following questions:

1. What's my business?
2. At the root, what value do I provide my customers?
3. Who is my ideal customer?
4. How am I different than my competitors?

Once you have a comprehensive understanding of your business, you can gain expert Referral Sales skills and knowledge for developing an efficient referral process.

Sample Workshop Agenda

I.  Positioning your business

• Learn how to convey benefits of your product or service from the client's perspective.

• Create sales strategies that are consistent with your goals.

• Develop sales messages that help you stand apart from competitors.

II.  Creating a Customer Profile

• Learn which types of clients you truly want to attract and retain (and which types you want to avoid!).

• Discuss the critical difference between features and benefits, and clearly convey those benefits from the client's perspective (increased revenue or efficiency, cost-savings, etc.).

III.  Save Time, Increase Results

• Learn how to reduce business development time while increasing sales leads.

• Discover why a sales referral strategy is much smarter and more efficient than cold calling.

IV.  Asking for Referrals

• Build a Referral Wheel -- learn how to get referrals (qualified leads) from the people you already know!
• Realize that you DO know enough people, even though you have just re-located or feel you've tapped out your resources.
• Get referrals from people who believe in your business -- your clients!
• Learn a step-by-step process for asking for referrals.
• Discover how to leave persuasive voicemail messages that compel prospects to return your calls.

V.  Creating a Contact Strategy

• Build a referral strategy plan with specific, measurable actions.
• Learn how to stay on track and remain focused on your goals.

Target Audience:
Head of Sales, Salespeople, Sales Managers, and Business Owners. Anyone who wants to help drive more profitable revenue and create a more effective sales pipeline.