PROGRAM LENGTH: 1.5HRS – 2HRS

I Heard About You: Leveraging the Power of Referrals

In sales there are basically 2 groups of people you get to call on. People you KNOW and People you DON’T KNOW

It’s possible to be successful calling on people you don’t know with good strategies and talk paths but calling on people you know or have been introduced to you by someone else has always been the Holy Grail of superior sales production. In this course, Greg will outline the all the critical components to getting more referrals and will move that theory into practice by showing you exactly what to say to garner many more of them.

WHAT WE'LL COVER

1. The Business Case for Referrals

Referrals by the numbers
The opportunity that provides to you and your business
Why most people don’t ask for referrals
Cold Calls are your punishment

2. The Primary Prerequisite to Getting ANY Referral

The Client Experience and the Likert Scale
Earning the right to ask

3. Stop calling them Referrals

The Million Dollar Round Table Guy
What he said that shocked a room full of salespeople
If not referrals, what should we call them?

4. Creating a System

Accountability through Expectations
How and when to ask
The Recommendations GPS (Practice and Role Play)

Having a follow-up plan

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