Without question a well-qualified and properly introduced referral is the easiest way to create a new sale. After all, most of the hard work is eliminated by default.
Yet, most salespeople still struggle to get any referrals, let alone well-qualified ones. But why?
In an age when we have so much data, so many technologies, so many ways to know anything and present everything, why is there a problem getting a simple referral?
To address this question I asked Paul McCord, President of McCord Training and author of the Sales and management Blog, to join me.
During the interview we covered:
*The difference between asking for a referral and generating a referral
*Why most salespeople are trained how to NOT get referrals
*How to determine a worthless versus a worthwhile referral
*And much more