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.
  • 76.2% of buyers prefer to work with vendors who have been recommended by someone they know.

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 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

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 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

Avid

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

Service Source

LSA Global’s negotiation training assessment and workshop provided sales negotiation tools and practices that have significantly enhanced our negotiations process. Their facilitators understood our business, its challenges and framed the learning in a way that we understood. I am very happy with the value we have received from this program, and would highly recommend LSA to others looking to improve their sales negotiations results.

Jeff Bizzack
President

Service Source

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

The introduction and continuous reinforcement of the MEDRAD objectives, vision, and mission was very impressive. By the end of the session, a large majority of the audience understood and was openly able to verbalize these items. LSA did a wonderful job introducing the importance of sales coaching and reinforcement and was able to keep the groups focused.

Cindy Steffen
National Manager, Telesales

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

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 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

For the past 5 years 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 content and lessons engaging and relevant. We look forward to working with LSA in the future.

Geoff Purnell
Sales Executive, Seagate Data Recovery Services

Seagate

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 value the relationship we have had with LSA over the years. LSA has delivered top quality solutions when we needed them. They pay special attention to ensuring the content fits our current needs and that the facilitators are familiar with our business and culture. I would recommend them to anyone looking to greatly improve the skills of their sales force.

Carol M. Harbin
Manager, Worldwide Sales L&D

AMD

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 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 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

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