Maximum Performance Training Workshops
Maximum Performance Referral System
Harnessing the Power of Referrals
This compelling workshop will instruct you on how to harness the power of referrals to grow your business. The Maximum Performance Referral System is a proven method that will help salespeople gain first appointments with new prospects. You won't hear a bunch of mumbo-jumbo theoretical concepts in this workshop. This is a real life tested-in-the-field selling strategy that works!
The Maximum Performance Referral System works especially well for experienced or veteran salespeople who have lost their enthusiasm for prospecting, or are too busy to cold call.
In today's world it is actually quite difficult to get sales appointments with qualified prospects through cold calling. Recent roadblocks include the growing trend of negative consumer reaction to telephone and door-to-door approaches, the Federal Communication Commission's new "Do Not Call List," tighter security in office buildings, voice mail and other technology screens such as caller ID.
Most sales professionals would agree that the key to landing new customers is referrals, yet surprisingly, very few of them utilize referrals as part of their prospecting approach. We'll show you that with these "warm calls" you have a dramatically higher chance of finding an opening, and your first appointment. Referral prospects are also easier to convert into future customers because there is a level of trust not found in cold calling. What's more, referrals are a great way to beat the clock. More efficient prospecting leaves you more quality minutes with your best customers.
This powerful, interactive, half-day workshop will instruct salespeople on how they can harness the power of referrals. This is not just theory! Jeff Gardner will share case study results of real-life businesses that have utilized the Maximum Performance Referral System.
What you'll learn
- The challenge of cold calling: Why traditional cold-calling methods are a waste of time for most salespeople
- How to improve your first appointment results by 50%
- Referral systems are commonly used in other industries, why not in your business?
- First appointment effectiveness ratio analysis between cold calls and referrals
- Why most referrals are reactive and inconsistent
- How to handle "referral reluctance"
- Identify Referral Sources: How to segment your referral data base
- Referral Source follow-through system
- The Law of Reciprocation
- The 80/10/10 Rule
- Who to ask for referrals
- When to ask for referrals
- Twenty ways to ask for referrals
- What to do when you receive a referral
- Contacting the referral
- And much more...
Benefits
- Better quality prospects
- Prospecting time is reduced
- Shorter sales cycle
- More time to spend serving growing current customers
- Less expensive, mileage, mailings, etc.
- More first appointments with prospects