Joanne Black – Sales: Referral Selling

Keywords List

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Summary

• Sales: Referral SellingBy: Joanne BlackSkill Level: IntermediateDuration: 54m 17sReleased: April 16, 2018Description: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.Topics include:What it takes to run a referral businessCreating stories that showcase business impactCrafting an ideal client profileIdentifying multiple sources of referralsHow to ask for referralsWhat never to sayThe role of social media in referral sellingContents:Introduction1.