Learn what being a member does for you
The Seller Styles
Learn the styles and take your free assessment
See a summary of all our programs and certifications
Certified Professional Sales Person (CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader (CPSL®)
Grow your impact as a certified sales leader
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Join our ongoing dynamic virtual coaching community
Explore job postings from some of the best companies in the country looking for sales professionals
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
Write For Us
Share your sales expertise and insights with our community
About Our CEO
Standards of Conduct
Common Questions and Answers
Sales professionals work too hard. Stop selling!
With a referral, there is instant trust and your selling cycle time is reduced. The time it takes the referral to buy is usually much less than any other lead source. What this really means is less hassle and more sales.
You can ask anyone for a sales referral. In the Business to Business world, that usually means clients and prospects. Clients are the best referral source because they know you and they know your products or services. Never miss a chance to ask a happy client for a referral, and a testimonial letter while you are at it.
You can also ask prospects. Suppose you call a prospect only to discover that your product or service doesn’t match a need.
Ask for sales referrals at the end of your visit or contact. AFTER you have completed your primary objective. Sales referrals seem easy enough but there is a bit finesse required.
“Jim, do you know of anyone who might be interested in my services?”
This is NOT the recommended method because it is far too easy for your customer or prospect to say, “Ahh…no.”
The ‘no’ that they give you is often reflexive in nature; an automatic response to a closed ended question. In other words, they respond negatively out of habit. You could be missing tons of opportunities.
“Sandy, can you give me a name or two of someone you know who might be interested in these types of products?”The difference is subtle but significant. By asking for a “name”, your client has to THINK about names. It is not quite as easy to give you a dismissive “no.” Usually, they tend to do a mental scan of friends and associates. This scanning pause helps reduce the automatic, reflexive ‘no’ response.
Of course, they can and sometimes will, say “no.” But by asking for a name you increase your odds and improve the chance for success. It is as simple as the ABC, 123 Sales Results System found in the book Up Your Bottom Line.
Oh, one other point – sales referrals demonstrate good behavior. Make sure that those giving you referrals also get rewarded. Remember, any behavior that gets recognized or rewarded gets repeated. Ask about our referral reward program, and let me know what yours is so that I too can help you get more business.
About the author