Mike Garrison is a referral-based selling expert based in Roanoke, VA.
On the Sales Game Changers Podcast, he spoke about strategies for growing your sales with a smart, no-bs referral-based approach.
Listen to the Sales Game Changers Podcast Episode 23: Mike Garrison Shares Three Critical Insights on Predictive Referral-Based Sales and read the transcript.
Here’s an excerpt from the podcast:
Fred Diamond: Why don’t you tell us a little more about referral based selling, predictable referral based selling? What are some of the things that the listeners on today’s podcast may not know about the referral process?
Mike Garrison: I always say there’re three problems. The first problem we talked about earlier which is that most people do referral training and referral thought process around trying to emotionally earn a referral at the end of the sales process. That’s the first problem. It’s a mindset so I encourage anybody listening to have a referral culture. Right? Are you really by referral? The second other big problem is that people don’t understand how to give referrals. Think about it and I would challenge anybody that’s listening, if you’ve talked to a so-called referral expert and that they worked with you or your company, if 50% of what they talked about didn’t give you a predictable systematic way to produce referrals across a wide variety of inputs, they’re Charlatan. They suck. No better way to say it and, yeah, I’m calling out everybody in the industry, they always talk about how to get referrals but that’s not the secret. Right? Don’t be a predator, right?
Mike Garrison with Garrison Sales Consulting is a best-selling co-author of Truth or Delusion and a contributing author to the best-seller, Masters of Success. He’s been a Principal of Garrison Sales Consulting in various iterations for over twenty years. Mike is the evangelist for predictive referral based sales. He understands the issues facing growing Sales Leaders and helps them crush quota, love their jobs and transform their prospects and client’s lives through referral based selling. He helps sales leaders get better appointments with better prospects with greater frequency and success. Mike says every sales leader he meets knows that referrals are the best way to prospect for new business, but, they don’t know how to fill and manage their company’s sales pipeline by referral. They love referrals and know referral sales is where they want to be, but, don’t know how to get there without losing the ability to accurately forecast quota achievement or worse, end up selling less effectively. In this podcast, he discusses some ways they can get better at referral-based selling.
Listen to the Sales Game Changers Podcast Episode 23: Mike Garrison Shares Three Critical Insights on Predictive Referral-Based Sales and read the transcript.
