Referral Selling

Though the figures vary by industry, research indicates that sales conversations initiated through a qualified referral close at rates of at least of 50% and usually higher. A study by Kenan-Flagler School of Business at the University of North Carolina indicates that key decision makers will usually or definitely take calls 84% of the time if the call comes from a close contact.

So, if everyone knows that sales based on referrals close at higher rates and decision makers readily accept calls from close referrals, why are most sales reps so hesitant at pursuing referrals? One word: FEAR. Sales reps are concerned that asking for referrals will damage the relationship they have with their current client, so they avoid bringing it up.

This one-day, highly interactive, practice driving Tapping the Potential of Referral Selling workshop is designed to help sales professionals overcome the fear of asking for referrals by giving them the skills they need to deepen the trust relationship with existing clients and helping them follow the five-step REFER strategy for asking for referrals. Includes 6 e-learning videos.