In Sales, you always need to put your time and effort where they’ll yield the best results. And for many salespeople, it’s hard to see the returns when it comes to referrals. Every salesperson knows that referrals are the best leads they’ll ever get. The problem is getting them: No matter how much you ask, customers hardly ever give you a name. So is it even worth the effort? In this Quick Take, you will learn what research says about the true potential of referrals, and why you may be underestimating their value, a key reason why referral efforts fail, and which types of customers are most likely to give you a referral.
This product includes
Learn a single behavior-changing insight in just 5- to 7-minutes.Quiz (& Quiz Answer Guide)
Prove that the learner(s) understand the concept and increase knowledge retention.Discussion Guide
Facilitate a discussion, connecting the concept to your unique challenges.Summary Sheet
Revisit the concept as follow-up or in the moment-of-need.
How do you use this?To kick start Micro-Meetings
Micro-training makes it easy for managers to facilitate meetings where teams develop shared vocabulary and benefit from peer learning.To kick start one-on-one coaching
Micro-training is extremely tactical and it’s a great tool to help managers frame very specific, skill-based coaching interactions.As self-directed learning
Micro-videos are a solution to a specific skill challenge. For example: “How to handle an employee who has a bad attitude,” or “How to handle a price objection.” You have a question. You find the right micro-video. You watch it on your own. You deploy the skill on the job.