Asking for Referrals
Suggested Strategy: Start your coaching conversation with a Define &
Coach discussion to ensure that the individual understands the
expectations set for them in their position.
Suggested Questions:
→ Define & Coach : When you think about success in asking for referrals,
how do you think you would define what that specifically looks like?
→ Self-Actualized Question: What actions do you think you must
specifically take to put that definition into practice in your own sales
conversations?
Suggested Activities:
→ Discussion: Work with the individual to create scripts that they can
utilize in their sales conversations when asking for referrals.
→ Role Play: Have the individual practice these scripts with you in a role
play scenario so that they can become more confident in implementing
them in their real conversations with customers to ask for referrals.
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