Sales Coaching Tip – Other Referral Triggers

Sales Coaching Tip – Other Referral Triggers

As you know, clients often need triggers to assist them to remember which individuals are good referral matches for your salespeople.

The more specific your team members are about the qualities of the referral they’re looking for, the easier they make it for clients to provide them with well qualified referrals. And the more qualified their referrals are, the better is it for their clients, their referrals and your salespeople.

Clients’ reputation is enhanced and their goodwill with the person they referred to your salespeople to increases. The referral is in need of your company’s products gets what they want – a solution to their problem. Not only do your salespeople increase the number of sales but the number of their clients as well, which means more referrals and more sales. All around it’s a win-win.

Your team members can trigger clients’ memories when speaking about their contacts with ideas such as (with example questions they might ask):
• The issues the contact might be facing … “Who do you know who is dealing with XYZ issues right now or in the next few months?”
• The level or position of the contact … “This person is usually a sales manager or director. Who do you know who has a sales team?”
• The industry of the contact … “Who might you know who’s in the automotive industry?”
• The urgency of the contact’s need … “Who do you know who is having real troubles with that right now?”
• The size of the contact’s problem … “Who do you know who is having the biggest challenges in this area?”

This kind of more detailed triggering can assist your team members to get more qualified referrals.

Is your team asking for referrals now?
Are your salespeople using referral triggers when they do ask for referrals?
Which of the above examples can your team members use this week when triggering clients’ memories for the qualified referrals?

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