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Harshita Sarraf
Last updated September 13, 2021
Building Referrals
0 students
Overview
Course Overview
“In sales, a referral is the key to the door of resistance. Referrals are the most powerful strategy for increasing income. They compress sales time. They connect you with more qualified buyers, more returned phone calls, and more “yeses” in less time. It’s the same money, only it happens more often! Income goes up, as effort goes down. Psychological truths will affect your behaviours and consequently, your referral results. Discover the best time to ask and how to ask for referrals and how to define your value proposition. Discover the benefits of networking and key networking strategies. We have five Building Referrals courses available in this series that focus on psychology of building referrals, how to ask for referrals, quick-results referral techniques, strategic referral techniques and networking your way to the top.
Each course averages 15 minutes to complete with a post assessment included for each course. The Application Activity forms will allow the participant to apply the learnings in their own scenario and environment.
Modules
To attract referrals, maintain positive mental expectations and manage your fear factor. We will show you how to cultivate the five C’s to success: contact, courtesy, consideration, correspondence and continued success. Ensure you are in control and stay within yourself.
Use the WRAP methodology to ask for referrals. This includes to wait until the right time, review the benefits, how to ask and pave the way. We will show you to deal with rejection by playing the odds.
Discover how to implement quick-result referral techniques. Understand the fastest way to bring in a steady stream of qualified referrals and quick-result techniques. Understand how to cultivate current clients and become a MVP (Most Valuable Prospector).
Identify your primary value proposition and your unique selling position. Get “out of the box,” and be different. Innovation is a highly sought-after Value Proposition. Understand how you can be an information navigator for your clients. Discover how you can exceed the four levels of customer expectations.
The benefits of networking are increased referrals, reciprocity, more resources, problem solving, increased visibility, more friends, and more fun. Discover how to expand your circle of influence and be seen and hear at networking events. We will show you how to use effective networking etiquette to start conversations and enter group discussions.
About Chart Sales Academy :
Chart Learning is a world leader in leadership training content and award-winning soft-skills development. We develop people in leadership, sales, customer service and team performance. Our company has researched critical competencies and developed an education/training methodology which gives sustainable learning results. Our Sales Courses are internationally award-winning, with awards from Brandon Hall & Training Industry.
Curriculum
Curriculum
- 4 Sections
- 1 Lesson
- 240 Minutes
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- Strategic Prospecting CampaignsKnow the definition of strategic prospecting, understand the four assumptions in strategic prospecting campaigns, apply four campaign development rules, ask seven critical questions before purchasing a lead list, apply four fundamental rules for mass marketing list improvement, understand the importance of normative shared values to find qualified leads, create an ideal customer profile, write an ideal customer opening statement, understand the components of the sales funnel for segmenting sales activities, apply 10 strategic prospecting steps, and implement eight guidelines for finding prospects0
- Psychology of ProspectingUnderstand the “It Depends” mindset for effective prospecting, know the definition of prospecting, distinguish the difference between suspects and prospects, apply a high-performance P.O.W.E.R. prospecting attitude for creating unlimited leads, overcome call reluctance, eliminate sales fears, understand the difference between features and benefits, convert features into benefit-driven language, implement four principles of prospecting psychology, understand the importance of the W.I.I.F.M. mind-set, and test the application of W.I.I.FM. to engage prospect interest in your offerings0
- "Cold Call" Telephone Prospecting and Voice Mail Return0
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