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 |
| Time: | Variable |
Public Consultative Selling Skills Workshops: |
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Location |
Date |
| Boston, Massachusetts | Aug. 25th |
| Atlanta, Georgia | Aug. 26th |
| Phoenix, Arizona | Sept. 16th |
| Houston, Texas | Sept. 16th-17th |
| Chicago, Illinois | Sept. 20th |
| Denver, Colorado | Sept. 28th |
| Houston, Texas | Oct. 7th-8th |
| San Francisco, California | Oct. 7th-8th |
| Dallas, Texas | Oct. 15th |
| NYC, New York | Oct. 20th |
| Seattle, Washington | Oct. 28th |
| more dates... | |
