Referral Sales Training

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

“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.”
Brad Christiansen | Sales | Colliers International

“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. Focus: What’s my core business?
  2. Value Proposition: At the root, what value do I provide my customers?
  3. Target Client: Who is my ideal customer?
  4. Differentiation: 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 Sales Referral Training Program 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 Sales Referrals

  • Build a Sales Referral Wheel — learn how to get referrals (qualified sales 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 Sales Contact Strategy

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

To speak with an LSA Expert and learn about referral sales training and consulting program customization and delivery options at your company, please contact us.

Related Information

The LSA Organizational Alignment Survey gave us a comprehensive and poignant view of how our employees experience our culture, talent and strategy.  LSA customized the questions so we received information that was targeted and very useful to us.  Equally important, the survey and implementation process goes well beyond the typical engagement survey.  The combination of questions and feedback approach provided us with a great forum to discuss the strengths and opportunities in our organization, and then to quickly get focused on the key actions critical to our strategy implementation and improving our business results.

Mark Forrest
General Manager, FSM Division

Trimble

We turned to LSA Global to help us take our executive selling and solution selling skills to the next level, which will ultimately help our customers succeed. Their ability to formally assess our 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 and I would 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

This was an extremely effective executive strategy session that helped our executive team efficiently navigate through our core objectives. It was exactly what we needed, and the approach was practical and valuable for our specific business and market. I would recommend LSA to anyone looking to push their strategic planning to the next level.

Blake Krikorian
CEO

Logo - Gray - Sling Media

We hired LSA to design and deliver a Project Post Mortem for 65 key people on a critical project with a very tight turnaround. LSA’s ability to identify the key trends, leverage points, and next steps was great. They really got to the heart of the issues in a constructive and unbiased manner that exceeded my expectations. It was not an easy task with so many skeptical people with different agendas, styles, experience, and perspectives.

Darrell Gallagher
Head of Studio

Crystal Dynamics

We turned to LSA Global to help take our Information Systems behavioral interviewing process to the next level in terms of both efficiency and effectiveness. LSA quickly understood our unique culture and requirements.  They immediately helped us to improve our ability to continue to hire top talent that fits our culture as we rapidly scale.

Julie Pearl
Technical Program Manager

Google

What a refreshing change from the half-baked psycho-babble you normally get from “training” organizations. LSA gives you the assistance you need to define and reach your goal, and then they give you a results driven plan – not just a temporary fix. They are great to work with, and even more importantly, they “get it!”

David Fiano
Vice President Human Resources

sonycomputer-large

We selected LSA over a handful of other experts to assist with a key sales imperative. LSA added value every step of the way throughout the entire sales, design, implementation, and follow-up process. Their customized approach to sales presentation training exceeded expectations, and we are excited about global implementation across our offices in more than 100 countries. LSA’s unique approach is an added game changer, and I recommend them to anyone looking to get high quality results.”

Eric Mugele
Executive Director Global Learning

Grant Thornton

It was a challenge to find a consultant with an approach to performance improvement that fit our unique culture and style. When we met with LSA we were surprised to discover their depth of expertise in the fields of motivation, developmental coaching and performance management and measurement.

Specifically, we were pleasantly surprised to find a company that could seamlessly integrate those three components without our folks feeling like the intervention was forced. They understood what we were trying to accomplish, helped us clarify our objectives, create a solid, refreshing approach that quickly got us moving and engaged people at all levels.

As they began to implement, I was thoroughly impressed with how they listened and made adaptations focused on our needs and business objectives. Overall, I couldn’t be happier that we found a partner in LSA.

Doug Hansen
President and Director

Redwood Trust

As a high growth digital marketing agency with cutting edge talent, we hired LSA Global to help clarify our strategy and work with our management team to implement it throughout the New York Office in a way that made sense for our unique culture . That work was so successful that we also hired them to coach one of our key leaders. LSA has been instrumental in helping us transition to a new leadership team and triple the revenue in our New York office. In this age of useless consultants, I highly recommend their practical and business-oriented approach to strategy, culture and talent.

David Bentley
General Manager

AKQA

We reviewed the top Leadership Development offerings for one of our Senior Research Scientists and selected LSA’s 12 month Leadership Program based upon the value and systemic approach. The feedback on the program, approach, and results was phenomenal. While the other programs better known, they were more theoretical and did not compare in terms of practicality, quality, and results.

Stacey Porter
Senior Manager Learning and Development

Roche

Having a training outsourcing partner like LSA to support our training and development needs has been a real benefit. In an emerging company where typically you can’t afford the infrastructure necessary to provide a full range of development venues to meet the broad needs of an organization, having an external partner who understands our business and our culture and offers everything from a wide range of open enrollment programs to customized organizational development consulting is almost as good (and in some cases better than) having your own internal Training and Organizational Development function.

Chris Wells
Vice President, HR and IT

Logo - Gray - Xoma

Originally, we launched a RFP to identify and partner with a sales training provider to improve the skills of the sales teams in the distributor network. However, throughout the process, LSA Global challenged our thought processes and engaged with us by suggesting that we focus on the systemic factors that create a high performance environment first, before we focused on the more symptomatic needs of sales skills training. LSA Global has identified the two strategic moves that will enable us to create a high performance environment and we continue to seek their guidance on implementing those moves, as well as other key needs.

Kim Benson
Director Human Resources

Trimble

You have become our premier change leadership strategic partner. Your expertise in the human side of change is unparalleled and enabled our company to successfully implement our ERP Solution.

Ted Ramlet
CIO & SVP

McKesson

We selected LSA Global over 5 other companies to help some key executives improve their overall communication and executive presentation capabilities. Feedback has been great. Everyone had a great experience and many of them are feeding some of the lessons into their teams. I highly recommend LSA to any executive team looking to better organize and more effectively deliver key messages to C-Level individuals.

Todd Power
Office of the CEO

logo_SAP-gray

Gilead and LSA Global continue to build a mutually beneficial relationship. We have found LSA to be highly responsive to meeting our unique needs in learning and development. Their passion for high levels of customer satisfaction and quality align very closely with our core values.

Kudos to LSA Global for the program that they provided my team. It was exactly what I wanted, and your team did a great job of engaging our group and providing a solid introduction to key Project Management skill sets.

Laura McHugh
Director of Training and Organizational Development

Gilead

Evaluate your Performance

Toolkits

Toolkits

Download key published insights and tools from industry experts highlighting best practices in the areas of talent, strategy and culture.

More

Health Checks

Health Checks

Want to know how you stack up against leading organizations?  Receive a complimentary benchmarking analysis courtesy of an LSA Expert.

More

Whitepapers

Whitepapers

Get up to speed on timely solutions critical to your business. Published by LSA Experts based upon client feedback and key industry trends.

More

Methodology

Methodologies

First we identify the key metrics you want to improve. Then we assemble a dedicated team of elite experts who have successfully solved similar problems with similar clients.

More

icon_expert-blog

Blogs

Stay up to do date with the latest information on how we help high growth companies align their culture and talent with strategy.

More

Case Studies

Client Case Studies

Real world consulting and training approaches from LSA projects, providing insights on how your company can outperform the competition.

More