Description

Sales: Referral Selling
Instructor: Joanne Black
Skill Level: Intermediate
Business, Skills, Sales
Duration: Intermediate
Released: April 16, 2018

Lynda Page – LinkedIn Page

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

Table of Contents:

Introduction
Welcome
1. The Business Case for Referrals
2. Creating Business Impact
3. Redefining Your Targets
4. Asking for Referrals
Conclusion

About the Instructor:

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.

Filename………….: 03. Why referrals work.mp4
Duration………….: 4 min 21 s
Size……………..: 27.6 MiB
Overall bit rate…..: 886 kb/s

Video #0
Codec…………….: AVC
Resolution………..: 1280×720
Aspect ratio………: 16:9 (1.778)
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frame rate………..: 29.970 (30000/1001) FPS

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Format……………: AAC ()
Channels………….: 2 channels
Bit rate………….: 160 kb/s
Sampling rate……..: 48.0 kHz
Language………….: English