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Peak Performance Management, Inc. | Pittsburgh, PA
 

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Referrals

Many sales people don’t believe that their industry allows for referrals. This myth typically happens because people expect referrals to fall in their lap. When referrals don’t come in, they assume that referrals are just not possible in their business. The fact is that there are very few industries where referrals just happen. The rest of us have to work at them.

Getting started in sales, or increasing your success once you’ve established yourself, can be a very challenging task. One of the hardest parts of this process is securing leads. What’s even harder is ensuring those leads are qualified.

To grow as a salesperson, mastering this aspect of your career is key. Below I have identified three ways to get qualified referrals. Incorporating these simple tips will help you step up your referral game and uncover a path to new levels of success.

The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

In this episode of Selling the Sandler Way, Dave Mattson, the President and CEO of Sandler Training explores the Sandler Selling Philosophies behind the Sandler Selling System with Chuck Polin, a Sandler Trainer.

Juan’s sales numbers for the quarter were sharply down; lately, he felt he was struggling with his prospecting. He asked his manager Anita for help.

“There’s a lot we can talk about when it comes to prospecting,” Anita said. “But let’s start with the simplest question first. Are you asking your current clients for referrals?”

Referrals and introductions should be central to building a quality pipeline for our business. In my research, most of us are leaving up to 75% of the available referrals and introductions on the table. Most of us get referrals and introductions even if we do not ask! However, having a well-thought process and goals for pursuing them can dramatically increase our referral business.

Generating leads without introductions? If you are, nice work. Accept our compliments. But even if you are, you’re completing only half your sales mission. What about the other half—building leads sales through introductions?

In Part 1 of this two-part blog, we talked about getting past head trash that blocks you from generating more referrals and quantifying what successful and not-so-successful referrals could mean to you. Now, it’s time to offer a proven method to help you cull referrals that work. Here’s how:

If You Don’t Know the Number, Then Read On... If you’re not getting referrals or not getting enough of them, you’re walking away from sales and revenue. Not convinced? Then, run these numbers for yourself to see how much money you’re losing when you don’t ask for referrals.

On a scale of 0-10 rate your current referral plan. Zero means you just learned how to spell referral. Ten says you are proactively generating all of the referrals you could ever possibly need. If you have rated yourself lower than a seven, read on.

Clients’ willingness to provide salespeople with referrals is primarily a matter of trust. And, salespeople can earn that trust not only by providing products and services that ultimately deliver exceptional results, but also by “delivering” exceptional experiences.

To do better, you have to change how you work instead of just doing the same thing you currently do for longer periods of time.

Generating leads without introductions? If you are, nice work. Accept our compliments. But even if you are, you’re completing only half your sales mission. What about the other half—building leads sales through introductions?

You are building the referral factory. Keep building, and always thank everyone for every sale.

Referrals are easier to get than gold nuggets. Gold nuggets have to be searched for; referrals are free for the asking.

Everyone knows someone. Actually, everyone knows several someones. Your customers - as well as the prospects you call on - have some contact with, or at the very least know of, people who can benefit from your product or service. Unfortunately, they are not programmed to automatically disclose the names of those people to you. That doesn't mean that they won't; you must initiate the action.

I had an interesting conversation at a social event that made me recognize that I, along with people in general, seem to want to make decisions for other people. This is an interesting observation from a sales perspective and it's also applicable in our everyday lives. Let me share the story

If your sales objective is to make the sale regardless, get the biggest order possible and structure the best deal for your company, then your entire focus is really on you.

As a sales trainer with Sandler Training, I spend a lot of time talking to my clients and I get paid to work with them in four areas of their business: Strategy, Structure, Staff and Skills. Because I spend hours talking to them, I learn quite a bit. And despite that fact, they still manage to surprise me with the questions they ask me.