Obtaining Referrals

Referrals (both internal and external) are crucial to a sales person's success. Internal referrals help ensure you know all the decision makers, the decision-making process and buying criteria for opportunities in process. External referrals help by warming up cold calls and increasing your close ratios. In this lesson we discuss why referrals are important, why you need and must have referrals, and how to secure, leverage, manage and position them in the sales process.

This lesson includes:

  • Types of referrals, internal and external
  • Why you want, need and must have them
  • How to get them
  • How to leverage them
  • How to manage them
  • How to position them in the sale