Uploaded by ThisWeekIn on Nov 16, 2011
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 morning.
28:00 Talk to the people you know, expand your network, and use contacts within your company.
29:00 → Never Eat Alone, by Keith Ferrazzi ( http://amzn.to/tMzcMX )
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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.
whisp8 1 month ago