Referral Selling 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 with your proven Referral Selling Training program.”
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 Selling 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 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:

  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 Referral Selling 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

LSA Global demonstrated expertise in the sales leadership subject matter, spent the time to make sure the objectives were clear, and showed flexibility in shaping the session and sustaining it. Their facilitator “MEDRADized” the session, looked beyond the obvious, was enthusiastic, was able to keep people’s attention, made it enjoyable, and got the key points across.

Doug Stantial
North America Sales Training Manager

We evaluated 6 well known sales development partners in the market. Late in the process we discovered an organization called LSA Global. We ended up selecting LSA global because of their unique model (bringing together best-of-breed organizations under 1 umbrella to deliver the best solution to meet a customer’s needs). Additionally, LSA had the strongest assessment, implementation, measurement, coaching, and global capabilities combined with an excellent program focused on true executive selling. We’ve had such strong feedback that the program has developed a buzz and there are requests to roll it out within the Marketing, Product Management, and Executive teams.

Stephanie Lucey
HR Manager

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
Sales

Cutera

LSA is a great and high quality training and consulting resource. In less than a week turnaround time, they were able to design and deliver a ‘best in class’ inside sales solution to meet my team’s unique needs. They met my high expectations and were very responsive to my specific objectives.

Olivia Flach
Americas Retail Sales

Sandisk

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 develop and deliver the relevant skills, tools and processes that have established the foundation for our future success. We are very satisfied with our decision.”

Kevin Wiley
Chief Operating Officer

Nelnet

This was our first experience working with LSA, and we were not disappointed. From beginning to end, they were as invested in making sure the program succeeded as we were. They not only met the needs of our organization, but they helped us meet our very tight launch deadline. The consultant operated with the sense of urgency necessary to ensure that by the end of the training the trainer sessions we were ready to roll the program immediately out. Without their dedication and expertise we would not have been able to launch the program with the success that we did. Thank you LSA for being a valued business partner!

Erin Surprise
PHR, Manager - L & D

We engaged with LSA Global to deliver a sales territory planning and management workshop. LSA Global had a unique ability to quickly understand our business and needs. This keen understanding allowed for tailoring of content that was specific and impactful, which created a new awareness of how one’s role and how and with whom one spends their time, can directly influence sales success. Their facilitators were well prepared and ingrained themselves to become one of us. We’ve come to see LSA Global as a partner.

Pratiksha Patel
Assistant Vice President Talent

L'Oreal

We partnered with LSA to help custom design, deliver, and measure an advanced new employee on-boarding and measurement process. The process was well thought out and bought into by sales leadership. The combination of targeted sales tools, technology, coaching, performance plans, training and reinforcement made all the difference.  The pilot program in EMEA was a big success and the solution quantifiably improved new employee and hiring manager satisfaction and increased the speed to sales quota for new hires. We are continuing to work with LSA Global to scale the program in other GEOs and expand to cover more roles at VMware.  I would recommend LSA Global for any sales enablement team looking to increase the engagement and speed to productivity of their sales force. We are excited to implement the program globally across VMware as we continue to scale.

Rochana Golani
Director, Global Field Readiness

The sales negotiations training program was awesome. The facilitator was excellent. We are immediately able to see the relevance and apply it to specific needs at Blackhawk. The preparation and energy was very apparent. The facilitator did a great job keeping the class engaged for the entire day and focused on what mattered most to our success. I am very pleased with the results and like the very relevant and applicable sales negotiations tools. Great job.

Jack Lord
Vice President of Sales

Blackhawk Network

LSA’s customized Effective Presentation Skills program has helped me elevate my presentation skills to the next level. I now have a much greater self-awareness of my presentation skills and can leverage off of my strengths while working to improve upon other areas. I would definitely recommend this solution to anyone for whom business presentations are an integral part of their job.

Jim Elliott
Senior Marketing Manager

Samsung

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 from the business sales training 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

We engaged with LSA Global to help our team identify opportunities to accelerate our commitment to sales excellence as “The Service Revenue Performance Company” in our market place. 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 business sales training workshops which were adapted to reflect our specific business dynamics and provided our employees with the models and tools to leverage on every call with customers.

Grant Clarke
Director Client Delivery

Service Source

We wanted our Channel Managers to get strategies and tools that would increase partner revenue and strengthen partner relationships. LSA Global’s ability to quickly understand our business and to bring experienced and proven resources to the table created credibility with both the executive and sales team. We look forward to continuing our partnership with them.

Chip Whitman
Channel Excellence Manager

Thermo Fisher

We needed a way to improve training with our customers. We had to reach a disparate group of people in a very short period time. LSA gave us a new training methodology and a way to go to market with our training that improved our customer touch. LSA delivered what we needed in the time we required.

Hinda Chalew
Vice President of Marketing

ServiceSource has relied on LSA Global’s expertise for a variety of core initiatives, from strategy design and implementation, to 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 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

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