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Sales Reinvented

We at Sales Reinvented are on a mission to change the negative perception of sales people. Each week we will be interviewing experts in the field of sales and sharing their knowledge, ideas and expertise with our listeners. They share with us in our vision of a world where selling is a profession to be proud of. The aim of our formatted show is to provide ‘snackable’ episodes that are short enough to listen to in one sitting but long enough to provide real value that will help you in your sales career. Welcome to the Sales Reinvented Podcast.
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At Sales Reinvented, we are on a mission to change the negative perception of selling. Welcome to the Sales Reinvented Podcast.

May 10, 2023

How do referrals work in the context of selling? When should you ask for referrals during the sales process? According to Joanne Black, when you close a deal, ask for a referral. They’ve signed on the dotted line and they believe in you. And when you ask, get intel. Learn as much as you can about the people they’ll refer to you. What else should you do? Find out in this episode of Sales Reinvented!

Outline of This Episode

  • [1:28] What are referrals? How do they work in sales?
  • [2:27] Common mistakes and how to avoid them
  • [3:29] Why people—not social media—generate referrals
  • [5:47] Advice for someone exploring referral-based sales
  • [6:55] How to measure the success of a referral program
  • [8:06] The right way to ask for introductions 
  • [10:31] The role of technology in referral selling
  • [11:20] Top 3 referral selling dos and don’ts
  • [13:22] Leverage the relationships you have with clients

Connect with Joanne Black

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