Four-Hour Referral Selling Course Workshop
The purpose of the Four-Hour Referral
Selling workshop is to equip sales professionals to
strengthen their referral networks, maximize the benefit of
each sales contact, and acquire a set of skills for
evaluating and making the most of each referral opportunity.
Participants will benefit from a high level of interaction
during the class to help them explore all the aspects of the
referral selling experience. The Four-Hour Referral Selling
Workshop includes:
-
An overview of the
Referral Selling process, including
the impact referrals has on setting
appointments and closing rates.
-
A strategy for
evaluating the referral potential of
each client relationship.
-
An examination of
the way building trust enhances the
quality and frequency of client
referrals.
-
Five key strategies
for building trust with clients.
-
A step-by-step
referral selling model.
-
A planning map for
developing and implementing a
personal referral strategy.
On-Site Training: can be tailored to the needs of
client organization and delivered on-site at time and location
of client choice.
Objectives:
The Four-Hour Referral Selling
Workshop is a skill-building workshop
designed to significantly improve
participants’ ability to leverage the
referral process to create more value
for the company and the customer. Upon
completion of the class, participants
will be able to:
- Understand the advantages of
referral selling over other
prospecting models.
- Gauge the effectiveness of their
current referral model.
- Identify three levels of
customer involvement in the referral
process, and determine where their
customers align within these levels.
- Apply best practice principles
to identify trust level with
customers and move them through the
stages of building trust.
- Implement five key strategies
for building trust with clients.
- Execute the Five-Step R.E.F.E.R.
model for effective, high-level
referral selling.
- Develop a personalized, specific
action plan for putting these new
referral selling skills into
practice.
For more information and pricing, please
complete
this form and we will email you a confidential Annotated
Outline that will provide you with an hour by hour description
of this training seminar.
|
Class Size: |
8-20 (Please
note that we can increase the class size for private
seminars) |
|
Length: |
4 hours |
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