From the course: Sales: Referral Selling
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What it takes to get results
- A referral system is part skills, part metrics, part process, part coaching, and part compensation. But the most important part is your commitment to do what it takes to adopt a referral discipline. There are three pillars to you referral success. First, referral selling is a strategy. Like anything worth doing, it's driven by your sales leaders or by you if you're an independent sales professional or business owner. Referral selling becomes your number one outbound way of prospecting. You agree to measure referral activities, and ensure accountability for results. It's black and white. Either you adopt referral selling, or you don't. You may be thinking, "I can't do referral selling in addition to everything else. My plate's full." I agree, so decide what you'll start, stop, and continue. Ask yourself, what must you start doing that you weren't doing before? What will you stop doing that takes time and doesn't support your new strategy? And what were you already doing that you want…
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