Referral Selling Training

REFERRAL SELLING TRAINING

New Business & More Qualified Sales Leads through Sales Referrals

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“Business is up 40% in revenue from a year ago and more than 65% of the business was via referral. Thanks for helping make this possible with your proven Referral Selling Training program.”

Brad Christiansen | Sales | Colliers International

“LSA Global helped take our sales team to the next level. 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.

We were pleasantly surprised with the results-oriented approach and thoughtful follow-through plan to ensure that the new sales practices stick.

I would recommend LSA to anyone looking to increase the effectiveness of their sales force.”

Patrick Arnold | President | Filice Insurance

Description
Did you know that:

  • Less than 30% of all salespeople ask for referrals.
  • A qualified referred prospect is more than 40 times more likely to buy than a cold-called prospect.
  • Salespeople who actively seek and exploit referrals earn up to 5 times more.
  • 76.2% of buyers prefer to work with vendors who have been recommended by someone they know.

Cold calling isn’t just stressful and inefficient — it’s simply a waste of your valuable sales hunting and business development time. Wouldn’t you rather connect with qualified sales leads?

3 Components of Sales Referral Success
Achieving sales referral success means adopting referral selling as a strategic sales initiative for your company. It includes three essential components:

  1. Referral Selling Strategy Development
    To make an impact, referral selling must be aligned with and integrated into your sales strategies, sales targets, sales processes, sales metrics, and reward systems.
  2. Skill Building — Referral Sales Training
    Learn how to differentiate your company from the competition, define your ideal target client, identify multiple sources of referrals, and a proven process to ask for qualified referral introductions.
  3. Implementation
    Consciously integrate new client referrals into your business-development process and conduct consistent sales coaching sessions backed by online job aids and videos to help ensure that referral selling becomes a habit.

In our proven Referral Selling Training workshop, you learn 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 proven referral selling workshop are to:

  • Convert more than 50 percent of your pipeline
  • Learn why referrals are common sense, but not common practice
  • Get the right client sales meetings, with the right people, at the right level
  • 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 proven and results-oriented Referral Selling 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:

Once you have a comprehensive understanding of how to best position your business, you can gain expert referral sales skills and knowledge for developing an efficient sales referral process.

Sample Referral Selling Training Program Workshop Agenda
Using a combination of training, coaching, online videos, and job-aids:

I.  Your Referral- Prospecting Strategy

  • Why successful salespeople adopt referrals as their primary prospecting strategy
  • What it takes to build a referral business—the steps
  • Prospecting approaches: What works, what doesn’t
  • Why there is no gatekeeper with a referral strategy

II.  The Power of Referral Qualification

  • Create company and individual referral metrics
  • Talk business results—not feature/function
  • Make the ROI case for the sale
  • Create an Ideal Customer Profile

III.  The Referral Introduction

  • Identify multiple sources of referrals
  • Target the three top referral sources and describe business results
  • Learn the step-by-step process (atTRACT) to ask for referrals

IV.  Making Referrals Work

  • Key statements for Asking with Confidence
  • Types of questions to eliminate
  • Examples of using a proven process to get the meeting
  • Sales referral traps to avoid
  • Next steps

Target Audience:
Head of Sales, Salespeople, Sales Managers, and Business Owners who want to build a better sales pipeline.

To speak with an LSA Expert and learn about referral sales training and consulting program customization and delivery options at your company or to take our Individual Referral Selling Masters Program, please contact us.

Related Information

LSA custom designed and delivered the best sales training session that I have ever attended.

They focused on our industry, our customers, and our competitors. The materials and facilitators were world class.

They were passionate about helping our global sales force understand the fundamentals necessary to be successful and not leave money on the table.

I recommend them to any sales force looking to drive profitable revenue and beat the competition.

Carl Dickenson
Director of Sales

Cutera

We engaged with LSA Global to help our sales team identify opportunities to accelerate our commitment to sales excellence. The facilitator’s shared passion for our goals created a foundation for sales skill adoption, as did LSA’s keen understanding of our unique business environment.

This insight allowed LSA to deliver customized and impactful business sales training workshops which were adapted to reflect our specific business dynamics and provided our employees with the sales models and tools to leverage on every call with customers.

Grant Clarke
Director Client Delivery

Service Source

We evaluated 6 well known sales development partners in the market. We ended up selecting LSA global because of their unique ability to get results selling solutions.  They also had the strongest assessment, implementation, measurement, coaching, and global capabilities .

We’ve had such strong feedback from the executive selling program that there are requests to roll it out within the Marketing, Product Management, and our Leadership teams.  Thank you LSA!

Stephanie Lucey
HR Manager

In an effort to establish a solid foundation of consultative selling skills for our client-facing teams that can be built on over time, we engaged with LSA Global. By understanding our business and our markets, LSA Global was able to design and deliver the relevant sales skills, tools, and processes that have established the foundation for our future success.

We are extremely satisfied with our decision to work with LSA.  Thank you!.”

Kevin Wiley
Chief Operating Officer

Nelnet

ServiceSource has relied on LSA Global’s expertise for a variety of core initiatives, from strategy design and implementation, to business sales skills, to sales coaching. We recently engaged LSA Global to create a competency matrix for our inside sales team that will serve as our roadmap for employee on-boarding, development, succession planning, and retention.

This critical project had a tight timeline with high visibility. LSA Global completed the deliverable ahead of schedule and surpassed our expectations.

PMO and Outside Sales Operations
Senior Vice President

Service Source

LSA Global has been a great partner in helping us move toward being “the leading developer of talent in the service performance management industry.”

I have engaged LSA to help develop best-in-class programs in the areas of: Executive On-boarding, Manager Training, Sales Training and Coaching, Employee Engagement, and Instructional Design.

They have consistently met or exceeded my (very) high expectations and are always responsive to my needs to increase performance, engagement, customer satisfaction, and sales growth.

Mike Normant
Senior Director, Training & Development

Service Source

LSA was instrumental in making our worldwide sales meeting a success. They saved me a ton of time with ‘best in class’ solutions to meet our business objectives. Whenever I’m in a pinch, I can count on LSA’s dynamic team of sales trainers and consultants to really go the extra mile.

They truly understand the meaning of customer delight.  Thank you!

Amy Walker
Manager

Seagate

LSA Global demonstrated excellent expertise in sales and sales leadership, spent the time required to make sure the objectives were clear, and showed flexibility in shaping and sustaining everything that they did.

They “MEDRADized” the session to meet our unique needs, looked beyond the obvious, and got the key points across in a way that made sense.  Thank you!

Doug Stantial
North America Sales Training Manager

LSA Global’s sales negotiation training and assessment process provided the sales negotiation tools and practices that have significantly enhanced our negotiations process. Their facilitators understood our business, its challenges, and framed the learning in a way that we understood.

I am very happy with the value we have received and would highly recommend LSA to others looking to improve their sales negotiations results.

Jeff Bizzack
President

Service Source

LSA Global rocks! Thank you for helping our executive team get aligned by creating a powerful and clear strategic direction and go to market sales growth plan that we could all fully commit to.

From a sales growth perspective, I am really energized about the outcome and grateful for what I have learned throughout the strategic clarity facilitation process.

Stacey Wong
VP Sales

Servicon-logo

Originally, we launched a RFP to partner with a sales training provider to improve the sales skills of our global distributor network.

LSA Global challenged our thinking by suggesting we focus on the systemic sales strategy, culture, and talent factors that create sales success before we invested in the more symptomatic needs of sales skills and knowledge.

LSA Global identified the critical strategic actions to improve overall sales performance and then designed and delivered world class business sales training across the globe to help increase revenue and margin.

I’m so happy we took a more strategic approach to sales performance with LSA.  Thank you for making this fit our culture.

Kim Benson
Director Human Resources

Trimble

We turned to LSA Global to help us take our executive selling and solution selling skills to the next level.

Their ability to formally assess our sales situation, identify key sales skill gaps, develop a plan to measure the results, and fully implement a key sales initiative has been outstanding.

LSA delivers the full solution; not just sales training.  I recommend them to any organization looking to transform its sales force the “right way” to sell higher and wider.

Daniel Heckman
Director of Sales-Enterprise Accounts

Avid

Seagate has always found LSA to be a highly valuable consulting, training, and coaching resource.

The recent business sales training programs they’ve delivered for Seagate University have been the right solution, of highest of quality, and highly customized to our unique business and culture.

I would highly recommend LSA to any company interested in offering top notch learning solutions that make a difference.

Tammy Dujmovich
Sales, Marketing & Customer Service

Seagate

We needed a way to improve customer training. We had to reach a disparate group of people in a very short period time. LSA gave us a new training methodology and a better way to go to market with our customer training that improved their experience and our brand positioning.

LSA delivered exactly what we needed and exceeded our expectations.  Thank you.

Hinda Chalew
Vice President of Marketing

We selected LSA Global over several other sales experts based upon their ability to clarify and align our sales strategy, their expertise in identifying the critical sales scenarios necessary to meet our growth targets, and their willingness to stand behind the results with targeted sales management training and coaching and a pay-for-performance guarantee.

They have become an integral part of my sales team as we rapidly scale. I would recommend them to any sales  leader looking for a true partner.

Anthony Lanham
SVP, Sales North America

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