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LinkedIn Learning

Sales: Referral Selling

via LinkedIn Learning

Overview

Learn how referral selling can help you generate a consistent stream of qualified leads and score meetings with decision-makers.

Referrals offer the biggest competitive advantage of any sales tool out there—yet many teams aren't using referral selling as the primary way they prospect. Transform the way you work and build a sales pipeline full of qualified, low-cost leads with this simple tool. Joanne Black—speaker, author, and sales coach—explains why referrals work, and what gets in the way of asking for them. She shows how to earn introductions to prime prospects, ask for referrals in the right way, and leverage social media to widen your reach. The course includes worksheets to help you build out your referral process, as well as role-play scenarios that demonstrate how referral requests play out in real face-to-face conversations.

Syllabus

Introduction
  • Welcome
  • What you should know
1. The Business Case for Referrals
  • Why referrals work
  • What gets in the way?
  • What it takes to get results
2. Creating Business Impact
  • Why clients don't care about you
  • Craft your business impact story
  • Set goals and measure success
3. Redefining Your Targets
  • Ask for the client you want
  • Prioritize your referral sources
4. Asking for Referrals
  • How to ask for a referral
  • Wrong way to ask for a referral
  • Right way to ask for a referral
  • Use social media for referrals
Conclusion
  • Next steps

Taught by

Joanne Black

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