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.

Delivery Methods

Our Referral Selling course is available in a variety of formats to best match your needs. Click the Delivery Methods below to learn more.

Private Workshops
We bring the training to your location. Available in an off-the-shelf format, or with customized features created to meet your requirements.
Virtual Coaching
Delivered totally online to cut out travel costs, our virtual sessions are designed to keep participants engaged through relevant training, activities for practice, and ongoing reinforcement.
E-Learning
24/7 access to award-winning negotiation training, learn and practice critical skills anytime, anywhere, on any device, over 100 interactive videos designed to maximize engagement.
Gamification
Make learning fun, flexible and memorable with online games. A great tool for reinforcement, tracking your team's progress, and identifying growth opportunities.

Other Sales Training

Each of our sales training solutions is led by one of our certified professional sales trainers - all of whom are expert sales people and facilitators with a proven ability to tailor the training to your specific goals.

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