Sales Cycle: Unlock the Power of Referral Selling

Module Objectives:

• Discover the power of referral selling to drastically boost your closing rate.
• Identify and maximize the most effective types of referrals.
• Understand the stages and strategies of an effective referral process.
• Learn how to implement the five-step REFER model to leverage your sales contacts into a powerful referral network

Field Work:

• Identify 10 accounts that are candidates for referrals and map the accounts using the Referral Pyramid model.
• Develop a referral request statement that is unique to the profile and needs of each account
• Schedule the referral calls into Outlook and conduct at least three.

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Online Sales Training Modules
Sales Planning Cycle:	Prospecting Cycle:
The Complete Sales 2.0 Game Plan	Planning Your Pipeline
Time and Territory Management	Prospecting Skills
Introduction to Customer Financials	Getting Past the Gatekeeper
Advanced Customer Financials	Effective Voice Mails
Sales Cycle:	Presentation Cycle:
Sales Psychology	Structuring Your Message
Why Buyers Buy	Outstanding Verbal Techniques
Initiating the Sales Conversion	Handling Q&A
The Solutions Customers Want to Buy	Presenting Over the Web
Up Selling/Cross Selling	Negotiation Cycle:
Embracing Objections	The Five Phases of Negotiation
Handling Customer Conflict	Creative Concessions To Close the Sale
Closing Strategies That Really Work	Neutralizing 10 Negotiation Tactics
Unlock the Power of Referral Selling	Neutralizing 10 More Negotiation Tactics
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