Referral Selling Training

New Business & More Qualified Sales Leads through Sales Referrals

Share:
Facebook Twitter Google+ Email

“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 hunting and business development time. Wouldn’t you rather connect with qualified 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:

  1. Referral Selling Strategy Development
    To make an impact, referral selling must be aligned with and integrated into your sales strategies, targets, processes, metrics, and reward systems.
  2. 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.
  3. Implementation
    Consciously integrate new client referrals into your business-development process and conduct consistent 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:

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 (atTRACT) 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 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

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

LSA always helps us provide the right sales, management, and leadership programs at the right time to meet the unique needs of both individuals and departments. I especially appreciate their ability to deeply understand our business and our culture so that they can recommend the appropriate solutions.

Sarah Parks
Senior Project Manager

Hyperion

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

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

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

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

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.

Phil Rosenberg
Senior Vice President of Sales

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

Seagate has always found LSA to be a valuable resource. LSA delivers top quality solutions when we need them with just one call. The recent business sales training programs they’ve delivered for Seagate University have been the right solution, highest of quality and customized to our business and culture. I would highly recommend LSA to any company interested in offering top notch learning solutions.

Tammy Dujmovich
Sales, Marketing & Customer Service

Seagate

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

Grant Thornton

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

LSA is an excellent training outsource partner! They listen to our needs, are responsive and work at a pace that keeps up with ours. We have found LSA to bring strategic and innovative solutions to meet our business problems by partnering effectively with our staff. I consider them to be an external extension of our team.

Wendy Chinn
Sr. Director, Global Sales Enablement

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

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 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 two strategic actions to improve overall sales performance and then designed and delivered world class sales training across the globe to help increase revenue and margin.  I’m so happy we took a more strategic approach to sales performance.

Kim Benson
Director Human Resources

Trimble

Evaluate your Performance

Toolkits

Get key strategy, culture, and talent tools from industry experts that work

More

Health Checks

Assess how you stack up against leading organizations in areas matter most

More

Whitepapers

Download published articles from experts to stay ahead of the competition

More

Methodologies

Review proven research-backed approaches to get aligned

More

Blogs

Stay up to do date on the latest best practices that drive higher performance

More

Client Case Studies

Explore real world results for clients like you striving to create higher performance

More