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Apr, 29 2018 | Referral Sales

Get Referral Examples That Work on LinkedIn Learning (April Referral Selling Insights)

Find out about my new LinkedIn Learning course—plus, what you might have missed from No More Cold Calling this month. Wouldn’t it be great if we could put our iPads under our pillows and awaken with a referral system that delivers qualified leads to our pipelines day after day? Well, now you (sorta) can … […]

Apr, 26 2018 | Referral Sales

Are You Caving on Price in Your Sales Negotiations?

Price isn’t an issue with referral business. More than 10 years ago, a marketing agency told me most sellers cave on price before prospects even ask for a discount. Sadly, that behavior continues in sales negotiations today. We’ve trained our buyers to expect discounts and that everything is negotiable. They know sales reps will make […]

Apr, 20 2018 | Referral Sales

How to Harness the Power of Business Referrals

It’s time to get serious about business referrals. In spite of numerous misconceptions and poor implementation, referrals in business are where the power is. But the first step to harnessing this power is understanding just what referral selling is and how it feeds your sales machine. Is Winning Cheating? “Sales is hard enough. Let’s cheat […]

Apr, 05 2018 | Referral Sales

Why Should I Give You a Referral?

Referral sales is personal … but it’s still business. I recently received the following email: “I finished your book on referral sales last night, and now I’m building my 100 names so that I can ask for introductions to a couple of decent sales reps with some experience selling to my market. I’m also going […]

Feb, 25 2018 | Referral Sales

Why Is It So Hard to Ask for a Referral? [February Referral Selling Insights]

It’s noisy out there. Getting meetings with decision-makers is a struggle, and we all look alike to our buyers. A referral introduction guarantees you score almost every meeting in one call, and you convert prospects to clients well more than 50 percent of the time. Yet, unless yours is among the 5 percent of sales […]

Feb, 22 2018 | Referral Sales

How Asking for Referrals Delivers the Customer Experience

Your product doesn’t matter, your customer does. Sometimes other people communicate our message better than we do. They add a twist, a new insight, different phrasing, and a unique perspective. That’s what happened last year when I spoke about asking for referrals at the Sales Masterminds Australasia event in Sydney, Australia. The room was packed […]

Jan, 18 2018 | Referral Sales

Why Asking for Referrals Isn’t All That Matters for Account Based Selling Teams

It’s still who you know that counts. Let’s set the record straight: You can’t depend solely on referrals to fill your pipeline. Whoa, did I really say that? As you probably know by now, my point of view is that referral selling is the most powerful account based sales development strategy, and it’s the only effective […]

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