Mike Montague interviews John Rosso on How to Succeed at Getting More Referrals.   In this episode:

• Why are referrals so critical?
• How to create a well rounded prospecting plan
• Some of the head trash that stops you from asking for referrals
• The best attitudes to getting more referrals
• Set referral goals and track them
• Use “observable characteristics” to seek referrals
• The right time to ask for a referral
• Look for the value transition
• A great question to create a value transition
• Make your referral request specific
• Brainstorm and create a shortlist to get more referrals
• Create an email template to make it easy on your referrer to introduce you
• John’s favorite Sandler rule for getting more referrals
• Best attitude, behavior, and technique for How to Succeed at Getting More Referrals

The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.

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