Joanne Black, author of No More Cold Calling, talks about the power of referral selling and why you should NEVER make another cold call again. 01:00 Joanne’s Nightmare Sales Job 02:30 Joanne Black, Founder of No More Cold Calling & leading authority on referral selling. 03:15 “What do you have against cold calling?” 04:00 Sales is about the right kind of activity. 05:00 Defining cold calls. 05:30 “I only want to make hot calls.” 06:15 Having an introduction is the definition of a referral call. 08:00 Joanne talks about developing No More Cold Calling. 09:00 Referrals establish credibility, especially in a down economy. 10:00 Most sales teams do not have a systematic method for establishing a referral-based strategy 10:30 Kevin discusses his experience with the Brooks Group 11:30 Why aren’t referrals part of the common metrics used to monitor sales performance? 13:00 Joanne gives several examples of referral metrics. 13:45 Referral deals are typically larger and close quicker. 14:15 The key to getting comfortable with asking for a referral is practice. 18:00 Kevin asks “Can we ask anyone for a referral?” 19:00 The power of working through a list of clients 21:00 Be specific about who you want an introduction to, rather than “anyone who…” 24:00 “Referrals get rid of the awkward first date.” 25:30 Advice for young sales professionals: “You don’t know who other people know until you ask.” 27:00 Five lunches, four breakfasts each week. No one wants to get breakfast Monday …
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your douchey attitude and fake smile are making me not want to listen to a single thing you say. sorry man but that smile is the anti sale.
tell me more about that!