Sales Reinvented

Some referrals are through people you have relationships with. Others are from friends and family. Still others are from customers. They all have a different impact depending on the industry you’re in. But generally speaking, referrals need to be a large part of your sales strategy. Steve Benson agrees with this sentiment but believes there’s an easier way to get referrals: Call them “introductions” instead. Listen to this episode to learn why he takes this stance!  Outline of This Episode [1:05] What are referrals? How do they work?  [1:52] Common mistakes salespeople make asking for referrals [2:38] How to leverage social media to generate referrals [3:23] Using referral-based selling as a sales strategy [4:41] How to measure the success of a referral program  [6:11] How to ask for referrals without being pushy [6:40] Best practices for requesting referrals [8:08] The role of technology in referral selling [10:35] Steve’s top 3 referral selling dos and don’ts [12:29] Leveraging the power of introductions