Video: Ineffective Referral Request
Prospecting
Building on the momentum of a sale means being able to ask for a referral effectively.
Doing so means more than simply asking an existing contact for help.
In this video, we provide a clear example of a seller missing an opportunity to take a thoughtful approach to accessing additional stakeholders.
Notice how the seller in this example made three key mistakes:
- Jumps straight to the request without a preface
- Forgets to provide context for the request
- Neglects to highlight the relationship with the customer
This video is part of a learning module in our AccelerateTM Sales Performance Platform. Learn more about this powerful learning tool here.
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