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

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

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 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

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

Originally, we launched a RFP to partner with a sales training provider to improve the sales skills of our global distributor network.

LSA Global challenged our thinking by suggesting we focus on the systemic sales strategy, culture, and talent factors that create sales success before we invested in the more symptomatic needs of sales skills and knowledge.

LSA Global identified the critical strategic actions to improve overall sales performance and then designed and delivered world class business sales training across the globe to help increase revenue and margin.

I’m so happy we took a more strategic approach to sales performance with LSA. Thank you for making this fit our culture.

Kim Benson
Director Human Resources

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 engaged with LSA Global to help our sales team identify opportunities to accelerate our commitment to sales excellence. 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 and impactful business sales training workshops which were adapted to reflect our specific business dynamics and provided our employees with the sales models and tools to leverage on every call with customers.

Grant Clarke
Director Client Delivery

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 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

From beginning to end, LSA was as invested in making sure the program succeeded as we were. They not only met the needs of our sales organization, but they helped us meet our very tight launch deadline.

The consultant operated with the sense of urgency necessary to ensure that we were ready to roll the business sales training program in a way that made sense.

Without their dedication and sales 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

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

LSA’s customized Effective Presentation Skills program has helped us elevate our presentation skills to the next level. I personally now have a much greater self-awareness of my presentation skills and can leverage my strengths while working to improve upon other areas.

I definitely recommend LSA Global to anyone for whom presentations are an integral part of their job.

Jim Elliott
Senior Marketing Manager

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

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