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 success 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 how to ask for qualified referral introductions using a proven methodology.
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. Our guess is that you are most likely “asking” for referrals the wrong way — in a manner that jeopardizes relationships and reduces your influence. There is a better way.

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.
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 features and functions.
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

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

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

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 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

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

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

The sales strategy and goal setting session was right on target. It was a very valuable process that I highly recommend to any sales team looking to increase performance.

Thank you LSA Global!

Phil Rosenberg
Senior Vice President of Sales

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 wanted our Channel Managers to get sales 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 sales partnership with them.

Chip Whitman
Channel Excellence Manager

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

At the onset of our engagement with LSA, I was skeptical that an outside firm would be able to understand and dissect our organization’s highly complex and technical business challenges.

However, through the leadership team interview and strategy retreat processes that LSA utilized, they provided a fresh, innovative, and practical perspective that created tremendous strategic value and focus for our executive leadership team.

As a result, I would highly recommend LSA Global to any leader struggling with building the strategic alignment and high performance teams necessary to generate sales growth, in a way that fits their unique corporate culture.

Robert Laudati
Managing Director

LSA always delivers the right sales and sales management solutions to meet our unique needs. I especially appreciate their ability to deeply understand our business and our culture so that they can design the most valuable and impactful outcomes for us and our clients.

Sarah Parks
Senior Project Manager

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

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

We hired LSA to help align our sales strategy with our business strategy to sustain our hardware business while driving high growth in software and services. LSA’s ability to measure our level of strategic alignment, pinpoint areas of leverage, and get the entire executive sales team to agree upon what matters most exceeded our expectations.

I would recommend them to any sales leader who wants to drive sales performance.

Dan Dica
SVP Worldwide Sales