Referral Selling Training Programs that Work

“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:

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.
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.
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:

Focus: What’s my core business?
Value Proposition: What unique and differentiated value do I provide my target customers?
Target Client: Who is my ideal target customer where I should win the majority of the time?

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 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

The sales negotiations training program was awesome. The facilitator was excellent. We are immediately able to see the relevance and apply it to our specific. The preparation and energy was very apparent. The facilitator did a great job keeping everyone engaged 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

We recently hired LSA to help us take our client delivery methodology to the next level as we continue to grow and help our clients succeed.

The custom strategy and design session exceeded our expectations. They really understood our business and delivered within tight time frames. They were the best I have seen for this type of complex, visible, and strategic work.

LSA’s ability to get a group of 20+ executives from around the globe on the same page, push their thinking to new heights, and ensure an executable plan was excellent.

I would recommend LSA to anyone looking to take their strategy and strategic execution to the next level.

Rob Sturgeon
EVP Client Delivery

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

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

We partnered with LSA to help custom design, deliver, and measure an advanced new employee on-boarding process. It 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 solution quantifiably improved new employee and hiring manager satisfaction and increased the speed to sales quota for new hires.

I would highly 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 as we continue to scale.

Rochana Golani
Director, Global Sales & Technical Field Enablement

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

We originally engaged with LSA Global to help our subcontract administrators and buyers develop better negotiations skills. As manufacturers of satellites, we have many sole source companies to procure the required parts.

Our teams must be able to interact effectively with international companies. This environment uniquely challenges our team in their ability to create equitable contracts, while preserving and strengthening our supplier relationships.

LSA Global not only provided our team with the skills to negotiate effectively and consistently, but we further expanded our relationship to include consulting around our negotiations’ process, measurement of our negotiations, and one-on-one coaching for our team members. We are very pleased with the result of our partnership with LSA Global.

Vivian Mackintosh
Vice President of Materiel

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

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

What a refreshing change from the half-baked psycho-babble you normally get from training and consulting organizations. LSA gives you the practical and results-oriented assistance you need to define and reach your goals.

Their leadership, management, and sales expertise has been invaluable. They think strategically and provide a results driven plan – not just a temporary fix.

They are great to work with, and even more importantly, they “get it!”

David Fiano
Director of Merchandising

LSA’s introduction and continuous reinforcement of the MEDRAD objectives, vision, and mission were very impressive. The majority now understands and is openly able to verbalize these key items.

LSA did a wonderful job introducing the importance of sales coaching and reinforcement and was able to keep everyone focused.

Cindy Steffen
National Manager, Telesales

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 definitely met my high expectations and were very responsive to my specific objectives. Thank you!

Olivia Flach
Americas Retail Sales

LSA has consistently delivered top notch value to Seagate’s Corporate University Program. The level of facilitator involvement and continuous program evolution has kept the sales negotiation training engaging, relevant, and impactful.

We look forward to working with LSA in the future.

Geoff Purnell
Sales Executive, Seagate Data Recovery Services

We selected LSA over a handful of other experts to assist with a key sales leadership imperative. LSA added value every step of the way throughout the entire engagement. 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 Strategy-to-Results approach is an added game changer. I recommend them to anyone looking to get high quality results when it matters most.

Eric Mugele
Executive Director Global Learning

We engaged with LSA Global to deliver a highly customized sales territory planning and management workshop. They have a unique ability to quickly understand our business and needs. This keen understanding allowed for a sales solution that was specific and impactful.

Their sales consultants and facilitators were well prepared and ingrained themselves to become one of us. We’ve come to see LSA Global as a true sales partner.

Pratiksha Patel
Assistant Vice President Talent